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Author: Rob Schorman Publisher: University of Pennsylvania Press ISBN: 9780812237283 Category : Business & Economics Languages : en Pages : 228
Book Description
"Schorman demonstrates in this readable study of 1890s U.S. society how fashion—which he defines as clothing everyone wears and the symbolic system connected to its choice—reflects the cultural dynamics caused by rapid social change and remnants of past attitudes."—Choice
Author: Rob Schorman Publisher: University of Pennsylvania Press ISBN: 9780812237283 Category : Business & Economics Languages : en Pages : 228
Book Description
"Schorman demonstrates in this readable study of 1890s U.S. society how fashion—which he defines as clothing everyone wears and the symbolic system connected to its choice—reflects the cultural dynamics caused by rapid social change and remnants of past attitudes."—Choice
Author: Larry Wilson Publisher: Winsource Publishing LLC ISBN: 9789077256039 Category : Customer relations Languages : en Pages : 0
Book Description
Most people love to buy but they hate being sold to. Salespeople who can "read" their customer's style and adapt to sell the way their customer wants to buy are proven to be more successful in today's tough markets. Based on The Versatile Salesperson program, the skills in this book are used worldwide by Fortune 500 companies. Wilson Learning is a global leader in human performance improvement solutions for Fortune 500 and emerging companies worldwide, headquartered in Minneapolis, MN and Tokyo.
Author: Susannah Walker Publisher: University Press of Kentucky ISBN: 0813137519 Category : History Languages : en Pages : 264
Book Description
Between the 1920s and the 1970s, American economic culture began to emphasize the value of consumption over production. At the same time, the rise of new mass media such as radio and television facilitated the advertising and sales of consumer goods on an unprecedented scale. In Style and Status: Selling Beauty to African American Women, 1920--1975, Susannah Walker analyzes an often-overlooked facet of twentieth-century consumer society as she explores the political, social, and racial implications of the business devoted to producing and marketing beauty products for African American women. Walker examines African American beauty culture as a significant component of twentieth-century consumerism, and she links both subjects to the complex racial politics of the era. The efforts of black entrepreneurs to participate in the American economy and to achieve self-determination of black beauty standards often caused conflict within the African American community. Additionally, a prevalence of white-owned firms in the African American beauty industry sparked widespread resentment, even among advocates of full integration in other areas of the American economy and culture. Concerned African Americans argued that whites had too much influence over black beauty culture and were invading the market, complicating matters of physical appearance with questions of race and power. Based on a wide variety of documentary and archival evidence, Walker concludes that African American beauty standards were shaped within black society as much as they were formed in reaction to, let alone imposed by, the majority culture. Style and Status challenges the notion that the civil rights and black power movements of the 1950s through the 1970s represents the first period in which African Americans wielded considerable influence over standards of appearance and beauty. Walker explores how beauty culture affected black women's racial and feminine identities, the role of black-owned businesses in African American communities, differences between black-owned and white-owned manufacturers of beauty products, and the concept of racial progress in the post--World War II era. Through the story of the development of black beauty culture, Walker examines the interplay of race, class, and gender in twentieth-century America.
Author: Jennifer Sedlock Publisher: AudioInk ISBN: 1613390874 Category : Business & Economics Languages : en Pages : 38
Book Description
This ebook will help you enhance your communications and selling to those who are different than you in personality type. Most likely you get along easily and quickly with anyone having a similar type. It is the opposites that can be a mystery or a challenge to understand. This ebook will give you some simple tips to figuring out others and ideas on how to make the most of your communication, especially in a sales environment. If you work in sales, you communicate with just about every type of personality possible. Do you click with some people more than others? Do you ever wish you could quickly understand what a person is likely to be thinking based on a few things they say? Would you like to improve your results with those people with different strengths and values?
Author: Matthew Dixon Publisher: Penguin ISBN: 1101545895 Category : Business & Economics Languages : en Pages : 242
Book Description
What's the secret to sales success? If you're like most business leaders, you'd say it's fundamentally about relationships-and you'd be wrong. The best salespeople don't just build relationships with customers. They challenge them. The need to understand what top-performing reps are doing that their average performing colleagues are not drove Matthew Dixon, Brent Adamson, and their colleagues at Corporate Executive Board to investigate the skills, behaviors, knowledge, and attitudes that matter most for high performance. And what they discovered may be the biggest shock to conventional sales wisdom in decades. Based on an exhaustive study of thousands of sales reps across multiple industries and geographies, The Challenger Sale argues that classic relationship building is a losing approach, especially when it comes to selling complex, large-scale business-to-business solutions. The authors' study found that every sales rep in the world falls into one of five distinct profiles, and while all of these types of reps can deliver average sales performance, only one-the Challenger- delivers consistently high performance. Instead of bludgeoning customers with endless facts and features about their company and products, Challengers approach customers with unique insights about how they can save or make money. They tailor their sales message to the customer's specific needs and objectives. Rather than acquiescing to the customer's every demand or objection, they are assertive, pushing back when necessary and taking control of the sale. The things that make Challengers unique are replicable and teachable to the average sales rep. Once you understand how to identify the Challengers in your organization, you can model their approach and embed it throughout your sales force. The authors explain how almost any average-performing rep, once equipped with the right tools, can successfully reframe customers' expectations and deliver a distinctive purchase experience that drives higher levels of customer loyalty and, ultimately, greater growth.
Author: Neil Rackham Publisher: Taylor & Francis ISBN: 1000111482 Category : Business & Economics Languages : en Pages : 253
Book Description
True or false? In selling high-value products or services: 'closing' increases your chance of success; it is essential to describe the benefits of your product or service to the customer; objection handling is an important skill; open questions are more effective than closed questions. All false, says this provocative book. Neil Rackham and his team studied more than 35,000 sales calls made by 10,000 sales people in 23 countries over 12 years. Their findings revealed that many of the methods developed for selling low-value goods just don‘t work for major sales. Rackham went on to introduce his SPIN-Selling method. SPIN describes the whole selling process: Situation questions Problem questions Implication questions Need-payoff questions SPIN-Selling provides you with a set of simple and practical techniques which have been tried in many of today‘s leading companies with dramatic improvements to their sales performance.
Author: Michael WILKINSON Publisher: AMACOM Div American Mgmt Assn ISBN: 0814415288 Category : Business & Economics Languages : en Pages : 160
Book Description
Most sales professionals spend all their time and energy trying to perfect their own style of selling. Yet they fail to recognize that buyers all have their own individual “buying styles”...and when sellers learn how to adapt their own methods to best suit each buying style, they can dramatically increase their success rate. Presented as a “learning adventure,” Buying Styles begins with a fictional situation in which a salesperson has just lost a major sale...and decides to find out why. Readers are then brought along on an interactive lesson that shows them how to: • recognize the four key buying styles • understand what to do (and not to do) when selling to customers exhibiting each • quickly spot the tell-tale signs that they are using the wrong approach • gain the confidence of prospects • improve their relationships with existing clients • develop a strategy for approaching new prospects • increase their chances of closing each and every sale This quick and easy read, packed with tips, checklists, and on-the-go references, unveils powerful new insights for successfully selling to anyone.
Author: Michael Wilkinson Publisher: Amacom Books ISBN: 9780814415276 Category : Business & Economics Languages : en Pages : 150
Book Description
Most sales professionals spend all their time and energy trying to perfect their own style of selling. Yet they fail to recognize that buyers all have their own individual "buying styles..".and when sellers learn how to adapt their own methods to best suit each buying style, they can dramatically increase their success rate. Presented as a "learning adventure," "Buying Styles" begins with a fictional situation in which a salesperson has just lost a major sale...and decides to find out why. Readers are then brought along on an interactive lesson that shows them how to: - recognize the four key buying styles - understand what to do (and not to do) when selling to customers exhibiting each - quickly spot the tell-tale signs that they are using the wrong approach - gain the confidence of prospects - improve their relationships with existing clients - develop a strategy for approaching new prospects - increase their chances of closing each and every sale This quick and easy read, packed with tips, checklists, and on-the-go references, unveils powerful new insights for successfully selling to anyone.
Author: Carlo Pignataro Publisher: ISBN: 9788890621550 Category : Languages : en Pages : 200
Book Description
A fascinating exploration of the world of selling, taking an original, luxury-focused approach. This book is intended for those already working at the high end of the market (from managers to self-employed professionals, commercial executives to store managers), as well as for anyone seeking to enhance their professional and business career, helping them to stand out from the competition.Sell with Style is all this and much more. It is a concise and practical text, which skillfully combines all of the strategic and tactical elements of a fundamental business practice: selling.
Author: Rob Schorman
Author: Rob Schorman
Author: Larry Wilson
Author: Susannah Walker
Author: Jennifer Sedlock
Author: Matthew Dixon
Author: Neil Rackham
Author: Michael WILKINSON
Author: Michael Wilkinson
Author: Carlo Pignataro
Author: Lisa Thompson