Author: Joseph Wilmer Thompson
Publisher: McGraw-Hill Companies
ISBN:
Category : Business & Economics
Languages : en
Pages : 608

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Book Description

Author: David Hoffeld
Publisher: Penguin
ISBN: 0143129333
Category : Business & Economics
Languages : en
Pages : 289

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Book Description
The Revolutionary Sales Approach Scientifically Proven to Dramatically Improve Your Sales and Business Success Blending cutting-edge research in social psychology, neuroscience, and behavioral economics, The Science of Selling shows you how to align the way you sell with how our brains naturally form buying decisions, dramatically increasing your ability to earn more sales. Unlike other sales books, which primarily rely on anecdotal evidence and unproven advice, Hoffeld’s evidence-based approach connects the dots between science and situations salespeople and business leaders face every day to help you consistently succeed, including proven ways to: - Engage buyers’ emotions to increase their receptiveness to you and your ideas - Ask questions that line up with how the brain discloses information - Lock in the incremental commitments that lead to a sale - Create positive influence and reduce the sway of competitors - Discover the underlying causes of objections and neutralize them - Guide buyers through the necessary mental steps to make purchasing decisions Packed with advice and anecdotes, The Science of Selling is an essential resource for anyone looking to succeed in today's cutthroat selling environment, advance their business goals, or boost their ability to influence others. **Named one of The 20 Most Highly-Rated Sales Books of All Time by HubSpot

Author: Ramona A. Houmanfar
Publisher: Routledge
ISBN: 1000433625
Category : Psychology
Languages : en
Pages : 401

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Book Description
Applied Behavior Science in Organizations provides a compelling overview of the history of Organizational Behavior Management (OBM) and the opportunity it presents for designing and managing positive work environments that can in turn have a positive impact on society. The book brings together leading experts from industry and research settings to provide an overview of the historical approaches in Organizational Behavior Management. It begins with an introduction to recognized practices in OBM and the applications of fundamental principles of behavior analysis to a variety of performance problems in organizational settings. The book then highlights how organizational practices and consumers’ behavior combine in a complex confluence to meet an organization’s goals and satisfy consumer appetites, whilst often unintentionally affecting the wellbeing of organizational members. It argues that the science of behavior has a responsibility to contribute to the safety, health and wellbeing of organizational members, consumers of organizational products, and beyond. Finally, the book recognizes the essential role of organizations in initiating, shaping, and sustaining the development of more nurturing and reinforcing work environments, through discussion of the need for innovation while adapting and responding to growing social upheaval, technological advances, and environmental concerns, alongside crises in the global economy, health, education, and environment. Showcasing emerging work by internationally recognized scholars on the application of behavior science in organizations, the book will be an essential read for all students and professionals of Organizational Behavior Management, as well as those interested in using organizational applications to create new models of management.

Author: Naresh K. Malhotra
Publisher: Springer
ISBN: 3319169432
Category : Business & Economics
Languages : en
Pages : 509

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Book Description
This volume includes the full proceedings from the 1985 Academy of Marketing Science (AMS) Annual Conference held in Miami Beach, Florida. It provides a variety of quality research in the fields of marketing theory and practice in areas such as consumer behaviour, marketing management, marketing education and international marketing, among others. Founded in 1971, the Academy of Marketing Science is an international organization dedicated to promoting timely explorations of phenomena related to the science of marketing in theory, research, and practice. Among its services to members and the community at large, the Academy offers conferences, congresses and symposia that attract delegates from around the world. Presentations from these events are published in this Proceedings series, which offers a comprehensive archive of volumes reflecting the evolution of the field. Volumes deliver cutting-edge research and insights, complimenting the Academy’s flagship journals, the Journal of the Academy of Marketing Science (JAMS) and AMS Review. Volumes are edited by leading scholars and practitioners across a wide range of subject areas in marketing science.

Author: Robert J. Sternberg
Publisher: Psychology Press
ISBN: 1135688265
Category : Business & Economics
Languages : en
Pages : 267

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Book Description
This book, which pairs theoretical and applied perspectives on a variety of professions, reveals just how much successful professionals rely on largely unarticulated knowledge. For business, education, and psychology professionals and students.

Author: Hermann Simon
Publisher: Springer
ISBN: 3319994565
Category : Business & Economics
Languages : en
Pages : 569

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Book Description
In this book, the world’s foremost experts on pricing integrate theoretical rigor and practical application to present a comprehensive resource that covers all areas of the field. This volume brings together quantitative and qualitative approaches and highlights the most current innovations in theory and practice. Going beyond the traditional constraints of “price theory” and “price policy,” the authors coined the term “price management” to represent a holistic approach to pricing strategy and tactical implementation. They remind us that the Ancient Romans used one word, pretium, to mean both price and value. This is the fundamental philosophy that drives successful price management where producer and customer meet. Featuring dozens of examples and case studies drawn from their extensive research, consulting, and teaching around the world, Simon and Fassnacht cover all aspects of pricing following the price management process with its four phases: strategy, analysis, decision, and implementation. Thereby, the authors take into account the nuances across industry sectors, including consumer goods, industrial products, services, and trade/distribution. In particular, they address the implications of technological advancements, such as the Internet and new measurement and sensor technologies that have led to a wealth of price management innovations, such as flat rates, freemium, pay-per-use, or pay-what-you-want. They also address the emergence of new price metrics, Big Data applications, two-sided price systems, negative prices, and the sharing economy, as well as emerging payment systems such as bitcoin. The result is a “bible” for leaders who recognize that price is not only a means to drive profit in the short term, but a tool to generate sustained growth in shareholder value over the longer term, and a primer for researchers, instructors, and students alike. Praise for Price Management “This book is truly state of the art and the most comprehensive work in price management.” - Prof. Philip Kotler, Kellogg School of Management, Northwestern University “This very important book builds an outstanding bridge between science and practice.“ - Kasper Rorsted, CEO, Adidas “This book provides practical guidelines on value creation, communication and management, which is an imperative for businesses to survive in the coming era of uncertainty.” - Dr. Chang-Gyu Hwang, Chairman and CEO, KT Corporation (Korea Telecom)

Author: Stanley Wasserman
Publisher: SAGE Publications
ISBN: 1452253919
Category : Social Science
Languages : en
Pages : 320

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Book Description
Social network analysis, a method for analyzing relationships between social entities, has expanded over the last decade as new research has been done in this area. How can these new developments be applied effectively in the behavioral and social sciences disciplines? In Advances in Social Network Analysis, a team of leading methodologists in network analysis addresses this issue. They explore such topics as ways to specify the network contents to be studied, how to select the method for representing network structures, how social network analysis has been used to study interorganizational relations via the resource dependence model, how to use a contact matrix for studying the spread of disease in epidemiology, and how cohesion and structural equivalence network theories relate to studying social influence. It also offers statistical models for social support networks. Advances in Social Network Analysis is useful for researchers involved in general research methods and qualitative methods, and who are interested in psychology and sociology.

Author: Library of Congress. Copyright Office
Publisher: Copyright Office, Library of Congress
ISBN:
Category : Copyright
Languages : en
Pages : 1862

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Book Description

Author: David Charles Arch
Publisher:
ISBN:
Category : Clerks (Retail trade)
Languages : en
Pages : 436

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Book Description

Author: Brown, Carlton
Publisher: IGI Global
ISBN: 1799816419
Category : Business & Economics
Languages : en
Pages : 446

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Book Description
Businesses today face many obstacles, but one major hurdle is optimizing sales performance and achieving peak levels of execution. In recent years, there has been a significant decline in sales performance among businesses internationally. Many professionals attribute this disparity to the lack of attention towards certain business techniques including “Sales Peak Performance” and “Business to Business.” Strategies like this lack empirical validity and further investigation on the implementation of these approaches could significantly impact the business world. Achieving Peak Sales Performance for Optimal Business Value and Sustainability is a collection of innovative research on the methods and applications of various elements that influence sales peak performance including personal, organizational, and symbiotic determinants. While highlighting topics including emotional intelligence, personal branding, and customer relationship management, this book is ideally designed for sales professionals, directors, advertisers, managers, researchers, students, and academicians seeking current research on insights and advancements of business sustainability and sales peak performance.