Kategoria BISAC: Business & Economics >> Customer Relations

Sales legend Bill Cates uses his experience and expert knowledge to show sales professionals how to work smarter (not harder) by employing "The Four Cornerstones of Referrals" --relationship building and customer service, creating referral alliances and networks, prospecting, and targeting niche markets. Using Cates's easy-to-master referral-based selling techniques, readers:

• Work less and earn more by getting existing customers to work for them generating high-quality referrals
• Turn every business contact into a relationship and every relationship into a sales success...

A brand has the tremendous power to create a positive experience that will resonate with your customers. So why do you-and most other salespeople- focus on selling your product or service, but not on selling your brand?

Sell the Brand First reveals a fresh, highly effective way to close the sale: by selling to your customers from brand strength. Corporate trainer and brand selling specialist Dan Stiff shares his proven Brand Staircase Method-a four-step process that shows you how to hone in on your customers' mind-sets, create sales pitches based on how your brand fits into...

Most advertising and marketing people would claim great client service is an elusive, ephemeral pursuit, not easily characterized by a precise skill set or inventory of responsibilities; this book and its author argue otherwise, claiming there are definable, actionable methods to the role, and provide guidance designed to achieve more effective work.

Written by one of the industry's most knowledgeable client services executives, the book begins with a definition, then follows a path from an initial new business win to...

Samurai Selling is a unique guide for the modern salesperson. The code of the ancient Japanese samurai is grounded in service and personal character. Samurai Selling shows sales professionals how to apply the code of the samurai, so that whether you sell cars, real estate, office products, or personal home products, you have fresh and powerful techniques to win life-long customers.

Samurai Selling tells stories of the ancient samurai and relates them to today's competitive sales climate. Based on a proven seminar which the authors have taught to thousands of...

A provocative and insightful work aimed at students of organisations and management as well as thoughtful practitioners.

"Lior brings original thought to the world of business, ideas drawn from reality, based on solid observations with the clear objective of helping people make money. Read this and profit."--Jerry Vass, Author of "Soft Selling in A Hard World" and President...

According to experts Robert Scoble and Shel Israel, blogs offer businesses something that has long been lacking in their communication with customers -- meaningful dialogue. Devoid of corporate-speak and empty promises, business blogs can humanize communication, bringing companies and their constituencies together in a way that improves both image and bottom line.

The authors use more than 50 case histories to explain why...

"The real value of this book is that it makes SOA and Web services, which are critical and business-transforming, crystal-clear to the layman, both business and IT leaders. The book stays focused on the real-world issues facing business and government institutions today. In an industry full of experts of many stripes, Ron and Jason are the real thing: savvy, experienced, and realistic. They have produced a must-read book for management."
--Paul Lipton, Senior Architect, Unicenter Web Services and Application Management Computer...