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 research that the methods listed above are: • Good for low-value sales According to Rackham
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Performance Orientation The degree to which a collective encourages and rewards (and should encourage and reward) group members for performance improvement and excellence. Assertiveness. The degree to which individuals are (and should be) assertive‚ confrontational‚ and aggressive in their relationships with others. Future Orientation. The extent to which individuals engage (and should engage) in future-oriented behaviors such as delaying gratification‚ planning‚ and investing in the future
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Stakeholder orientation- DEGREE – which a firm UNDERSTAND AND ADDRESS s DEMAND * Comprises 3 set of activities * -the organization wide generation of data about stakeholder group & ASSESSMENT of the firm’s effect on these group * The distribution of this information throughout the firm * The ORGANIZATION RESPONSIVENESS as a whole to this intelligence. 2) BEGINS identify the relevant stakeholder ‚ the RS should be analyzed on the basis of power that enjoy as well as by the ties
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In the novel‚ “Three Day Road”‚ by Joseph Boyden‚ the loss and regaining of identity is manifested in Xavier. Throughout the novel‚ as Xavier goes through the war‚ he feels as if he is losing his own identity as an aboriginal but begins to gain it back while with Niska. Within the beginning of the novel‚ Xavier starts off staying true to his aboriginal background‚ has a strong sense of morality‚ and understands his own identity. Xavier is a man who respects life‚ but as he goes through the war he
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Four Day Family Trip to Hangzhou Day One(1 Nov) Arrival: 5 pm You will be picked up at Hangzhou Airport. Exit and transferred to the hotel. Accommodation: Renhe Hotel :86 Youdian Road‚ Hangzhou Dinner: Buffet at your hotel The rest of the night you can either relax at the hotel or walk around your hotel which is located near the West Lake providing a beautiful night scene. You can also appreciate the Music Fountain on the Hubin Pedastrian Street. Day Two(2 Nov) Morning Breakfast: both
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PLAY vs FILM - ESSAY When a fictitious text is composed‚ it is ultimately a contextual reflection on the cultural‚ historical and social conventions of its time. David Williamson’s play ‘The Removalists’ (1971) and Antoine Fuqua’s 2001 film ‘Training Day’ both explore the abuse of authority‚ but both texts do so in very different ways. First and foremost‚ the composers of each text want the audience to consider the corruption that occurs in authority‚ particularly within the police force. In ‘The
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Life Orientation Task1: Term 1 Activity 1.1: Development of the self in society Out of all the positive or negative influences that affect your relationships and have an impact on your life; your family is the most significant one. Parents who do not allow their children to use social media‚ such as Facebook‚ BBM‚ or twitter‚ this is an example of where our family impacts your relationships. This is because now their Son/Daughter has to find other ways of communicating with their friends. This
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eating market orientationCreating a Market Orientation JOHN C. NARVER* Professor‚ School of Business Administration‚ University of Washington‚ Seattle‚ WA 98195 STANLEY F. SLATER Professor of Business Administration‚ University of Washington‚ Bothell‚ Bothell‚ WA 98021 BRIAN TIETJE Doctoral Student‚ School of Business Administration‚ University of Washington‚ Seattle‚ WA 98195 Abstract A market orientation is a business culture in which all employees are committed to the continuous
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Old-school selling is on the brink of extinction. Sales professionals must harness virtual and social tools to survive in today’s new sales world. TOC TABLE OF CONTENTS INTRODUCTION: Hunting vs. Hunted‚ by Scott Tapp‚ PGi......................................................................................................................... 3 CHAPTER 1: The New Era of the Cold Call‚ by Jonathan Farrington‚ Top Sales World.............................................................
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commit acts of corruption. The movie Training Day is a great example of police corruption. Training Day is a police drama that stars Ethan Hawke as Jake Hoyt‚ a rookie cop at the Los Angeles Police Department‚ who is eager to join the supreme narcotics unit‚ led by Denzel Washington‚ who plays Detective Alonzo Harris‚ a thirteen year veteran and Detective Sergeant. Harris has decided to give Hoyt a chance to join his team with a one day tour of the streets. As the day wears on‚ it is starting to become
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