i ACKNOWLEDGEMENTS I would like to express my very great appreciation to Ms. Duong Bich Hang for her valuable and constructive suggestions during the planning and development of this report. Her willingness to give her time so generously has been very much appreciated. I would also like to show my gratitude to lecturers of Faculty of Business English‚ Foreign Trade University for their valuable courses during the last three years I have had here. Only with such knowledge compiled can I complete
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CMR212 10/01/01 Can Selling Be Globalized? THE PITFALLS OF GLOBAL ACCOUNT MANAGEMENT David Arnold‚ JulianBirkinshaw‚ and Omar Toulan California Management Review Reprint Series ©2001 by The Regents of the University of California CMR‚ Volume 44‚ Number 1‚ Fall 2001 This document is authorized for use only in T-GEMBA/GMAN - 02212013 by Andrew Wilson and Saroja Subrahmanyan at St. Mary’s College of California from February 2013 to August 2013. Arnold CMR fa01 final 1/24/02
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CHAPTER 1: THE AGE OF SELLING‚ SELLING AND SALESPEOPLE SELLING IS PERVASIVE The pervasiveness of selling in practically all human endeavors‚ occupations‚ preoccupations‚ and professions that require contact and engagement with people is by itself a compelling reason to formally study the art and science of selling. It is an art because it requires skills that have to be constantly practiced to achieve‚ at least‚ a decent level of excellence or perfection; on the other hand‚ it is also a science
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Summary – Shock advertising Generation X is society’s trendiest group‚ it is realistic and under the age of thirty. Advertisers have recently discovered this segment and are willing to sell directly to them now‚ but also would like to start a relationship that goes beyond this generation. The problem is that Generation X doesn’t trust advertisers‚ they are aware of the fact that there are companies willing to sell them products they don’t want. These companies are desperate to reach this new segment
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SPIN SELLING by: Neil Rackham http://studentofsales.wordpress.com/2007/07/04/my-take-on-spin-selling-part-1/ Sales Behavior and Sales Success Successful Salespeople are… • • • Not better closers Not better at handling objections Not better at using open ended questions Many beleive the 3 key components to a sales pitch are: 1. Uncover needs with open and closed questions. 2. Overcome objections. 3. Close for the business. Huthwaite (Rackham’s research company) found through 10 yrs of
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Skills: Planning and Design Topic: Pure and Impure Matter Date: January 13‚ 2012 Problem: Troy was told that the presence of an impurity raises the boiling point of water. Troy wanted to carry out an experiment with salt water and distilled water to determine which would have a higher boiling point. Suggest a plan and design for this lab. Hypothesis: The salt water will have a higher boiling point than the distilled water. Variables: Controlled: the amount of distilled water and salt. Manipulated:
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Ryan DeVuyst Composition II David Cantwell 15 March 2013 “A Pure‚ High Note of Anguish” by: Barbara Kingsolver Barbara Kingsolver’s “A Pure‚ High Note of Anguish‚” expresses her painful grief in seeing innocent people die without having done anything to deserve it. To Americans‚ Kingsolver says “There are no worse days‚ it seems‚” referring that 9/11 is the worst thing that’s ever happened in the world. Kingsolver symbolizes the children dancing in the street as the hatred that other countries
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How Do I Sell My Home As they say‚ first impression counts‚ if you understand this notion it will help in selling your home. Selling and buying of real estate is what Realtors do best. Before your home goes on the market you should ask yourself one question such as‚ “am I ready to sell my home”? This is a very important decision you are making. I have seen sellers call realtors and put their homes on the market and after two days took the home off the market. This does not mean they
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Online Selling Online shopping or e-shopping is a form of electronic commerce which allows consumers to directly buy goods or services from a seller over the Internet using a web browser. Alternative names are: e-web-store‚ e-shop‚ e-store‚ Internet shop‚ web-shop‚ web-store‚ online store‚ online storefront and virtual store. Mobile commerce (or m-commerce) describes purchasing from an online retailer’s mobile optimized online site or app. An online shop evokes the physical analogy of buying
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Bazaar was started by Kishore Biyani‚ the Group CEO and Managing Director of Pantaloon Retail India. Though Big Bazaar was launched purely as a fashion format including apparel‚ cosmetics‚ accessory and general merchandise‚ over the years Big Bazaar has included a wide range of products and service offerings under their retail chain. The current format includes Big Bazaar‚ Food Bazaar‚ Electronic Bazaar and Furniture Bazaar. The inspiration behind this entire retail format was from Saravana Stores
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