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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Unethical practices and behavior in accounting may often go unchecked because the actions may be the result of upper management and even senior executives. Employees fearing negative reactions from management or their peer group may remain silence if they are aware of a person doing unethical things‚ causing the employee to turn a blind eye. Falsifying or altering business documents such as sales receipts‚ or tampering with accounting reports is unethical practices for a company to engage in.
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UNIVERSITY OF WALES LINGNAN INSTITUTE OF FURTHER EDUCATION STUDENT NAME Tse Ting Ting‚ Connie STUDENT ID 8467034 PROGRAMME BA (Hons) in Psychology and Counselling SEMESTER 1 LEVEL 4 MODULE&CODE PCC 101 Individual Behavior ASSIGNMENT NUMBER LECTURER Dr Lufanna Lai HANDOUT DATE 9 Nov.‚ 2011 SUBMISSION DATE 7 Dec.‚ 2011 CONTRIBUTION TO OVERALL MODULE/UNIT ASSESSMENT % 50% PENALTIES FOR LATE SUBMISSION If you are late and no extension has been granted: Up to one week late: Pass (40%) maximum
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There are number of factors that contribute to the success of an individual. These factors include but are not limited to emotional intelligence‚ cognitive intelligence‚ proactive personality and level of commitment. The topics of emotional intelligence and cognitive intelligence are popular for the researchers in the last few decades (Rao 2006). There are number of notations and abbreviations used for both such as CI‚ IQ‚ EI and EQ. This essay will use the abbreviations of EI and CI for emotional
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Impact of Globalization on organizational behavior Introduction to Globalization Globalization has become an ever-present expression in the past few years; it is defined as the integration of culture‚ politics and economies between different countries. It is essentially how one culture affects or impacts another on multiple levels‚ for example on an individual level; in the United States a person my drive a Swedish car home to watch a French movie on a Japanese television whilst eating Mexican
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The Impact of technology on individuals and the society THE IMPACTS OF TECHNOLOGY ON THE INDIVIDUALS AND THE SOCIETY People are divided into their beliefs on whether the overall effect on technology is positive or negative. I believe that technology has a negative effect on human society‚ while many others would disagree. People may believe that the overall effect of technology is good‚ but there are clearly dangers and drawbacks. Every new technology breeds unsuspected or unwanted side effects
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Individual Behavior Various Theories of Motivation C. Herzberg’s Two-Factor Theory of Motivation In 1959‚ Frederick Herzberg‚ a behavioral scientist proposed a two-factor theory or the motivator-hygiene theory. According to Herzberg‚ there are some job factors that result in satisfaction while there are other job factors that prevent dissatisfaction. According to Herzberg‚ the opposite of “Satisfaction” is “No satisfaction” and the opposite of “Dissatisfaction” is “No Dissatisfaction”.
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and finds further that virtual community type moderates consumers’ reasons for participating‚ as well as the strengths of their impact on group norms and social identity. We conclude with a consideration of managerial and research implications of the findings. D 2004 Elsevier B.V. All rights reserved. Keywords: Virtual communities; Internet marketing; Consumer behavior; Electronic commerce; We-intentions A web of glass spans the globe. Through it‚ brief sparks of light incessantly fly‚ linking
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People within organizations vary in terms of culture‚ values and behavior and age gaps. With these intrinsic individual differences it is a challenge for managers/supervisors how to manage motivating these employees in terms of their differences. Many contemporary authors have defined the concept of motivation. Motivation has been defined as: the psychological process that gives behavior purpose and direction (Kreitner‚ 1995); a predisposition to behave in a purposive manner to achieve specific‚
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Organizational Behavior and Its Impact on society: Formal organizations are typically understood to be systems of coordinated and controlled activities that arise when work is embedded in complex networks of technical relations and boundary-spanning exchanges. But in modern societies‚ formal organizational structures arise in highly institutional contexts. Organizations are driven to incorporate the practices and procedures defined by prevailing rationalized concepts of organizational work and institutionalized
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