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Author: Neil Rackham Publisher: McGraw Hill Professional ISBN: 0071368825 Category : Business & Economics Languages : en Pages : 240
Book Description
Put into practice today's winning strategy for achieving success in high-end sales! The SPIN Selling Fieldbook is your guide to the method that has revolutionized big-ticket sales in the United States and globally. It's the method being used by one-half of all Fortune 500 companies to train their sales forces, and here's the interactive, hands-on field book that provides the practical tools you need to put this revolutionary method into actionimmediately. The SPIN Selling Fieldbook includes: Individual diagnostic exercises Illustrative case studies from leading companies Practical planning suggestions Provocative questionnaires Practice sessions to prepare you for dealing with challenging selling situations Written by the pioneering author of the original bestseller, SPIN Selling, this book is aimed at making implementation easy for companies that have not yet established SPIN techniques. It will also enable companies that are already using the method to reinforce SPIN methods in the field and in coaching sessions.
Author: Neil Rackham Publisher: McGraw Hill Professional ISBN: 0071368825 Category : Business & Economics Languages : en Pages : 240
Book Description
Put into practice today's winning strategy for achieving success in high-end sales! The SPIN Selling Fieldbook is your guide to the method that has revolutionized big-ticket sales in the United States and globally. It's the method being used by one-half of all Fortune 500 companies to train their sales forces, and here's the interactive, hands-on field book that provides the practical tools you need to put this revolutionary method into actionimmediately. The SPIN Selling Fieldbook includes: Individual diagnostic exercises Illustrative case studies from leading companies Practical planning suggestions Provocative questionnaires Practice sessions to prepare you for dealing with challenging selling situations Written by the pioneering author of the original bestseller, SPIN Selling, this book is aimed at making implementation easy for companies that have not yet established SPIN techniques. It will also enable companies that are already using the method to reinforce SPIN methods in the field and in coaching sessions.
Author: Steve Tolleson Publisher: Princeton Architectural Press ISBN: 9781568981987 Category : Architecture Languages : en Pages : 336
Book Description
Investigates the creative process of San Francisco-based company Tolleson Design. This involves the textual and graphic layering of information comprising four phases: research (soak); collaboration (wash); visual exploration (rinse); and environment (spin).
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: Steven Holzner Publisher: John Wiley & Sons ISBN: 0470589973 Category : Science Languages : en Pages : 312
Book Description
Hands-on practice in solving quantum physics problems Quantum Physics is the study of the behavior of matter and energy at the molecular, atomic, nuclear, and even smaller microscopic levels. Like the other titles in our For Dummies Workbook series, Quantum Physics Workbook For Dummies allows you to hone your skills at solving the difficult and often confusing equations you encounter in this subject. Explains equations in easy-to-understand terms Harmonic Oscillator Operations, Angular Momentum, Spin, Scattering Theory Using a proven practice-and-review approach, Quantum Physics Workbook For Dummies is all you need to get up to speed in problem solving!
Author: Susan Wise Bauer Publisher: Peace Hill Press ISBN: 1933339268 Category : Education Languages : en Pages : 306
Book Description
A workbook to accompany the acclaimed series on teaching writing, from the author of The Well-Trained Mind. In Writing with Ease, Susan Wise Bauer lays out an alternative plan for teaching writing, one that combines the best elements of old-fashioned writing instruction with innovative new educational methods. The Complete Writer workbooks (each sold separately) complement this plan with lessons, student worksheets, and teacher instructions for every day of writing instruction. Each covers one year of study. Used along with Writing with Ease, The Complete Writer, Level One (first in a four-volume set) complete the elementary-grade writing curriculum.
Author: Susan Wise Bauer Publisher: Peace Hill Press ISBN: 1942968175 Category : Language Arts & Disciplines Languages : en Pages : 387
Book Description
A workbook to accompany the acclaimed series on teaching writing, from the author of The Well-Trained Mind. In Writing with Ease, Susan Wise Bauer lays out an alternative plan for teaching writing, one that combines the best elements of old-fashioned writing instruction with innovative new educational methods. The Complete Writer workbooks (each sold separately) complement this plan with lessons, student worksheets, and teacher instructions for every day of writing instruction. Each covers one year of study. Used along with Writing with Ease, The Complete Writer, Level One (first in a four-volume set) complete the elementary-grade writing curriculum.
Author: Greg Byrd Publisher: Cambridge University Press ISBN: 1316637395 Category : Education Languages : en Pages : 145
Book Description
Written by well-respected authors, the Cambridge Checkpoint Mathematics suite provides a comprehensive structured resource which covers the full Cambridge Secondary 1 Mathematics framework in three stages. This Checkpoint Mathematics Skills Builder Workbook 8 provides tailored exercises that offer targeted support to help students reinforce key skills and build confidence when performing mathematical operations. The workbook provides clear re-entry points at the end of each exercise to guide students back to the coursebook.
Author: Mahn-Soo Choi Publisher: Springer Nature ISBN: 3030912140 Category : Science Languages : en Pages : 443
Book Description
Teaching quantum computation and information is notoriously difficult, because it requires covering subjects from various fields of science, organizing these subjects consistently in a unified way despite their tendency to favor their specific languages, and overcoming the subjects’ abstract and theoretical natures, which offer few examples of actual realizations. In this book, we have organized all the subjects required to understand the principles of quantum computation and information processing in a manner suited to physics, mathematics, and engineering courses as early as undergraduate studies.In addition, we provide a supporting package of quantum simulation software from Wolfram Mathematica, specialists in symbolic calculation software. Throughout the book’s main text, demonstrations are provided that use the software package, allowing the students to deepen their understanding of each subject through self-practice. Readers can change the code so as to experiment with their own ideas and contemplate possible applications. The information in this book reflects many years of experience teaching quantum computation and information. The quantum simulation-based demonstrations and the unified organization of the subjects are both time-tested and have received very positive responses from the students who have experienced them.
Author: Denny Taylor Publisher: ISBN: Category : Language Arts & Disciplines Languages : en Pages : 476
Book Description
Suggesting that the contention that phonemic awareness must be taught directly and that children need explicit systematic instruction in phonics is less of a scientific "fact" than an exercise in political persuasion, this book presents the story of the political campaign that is taking place to change the minds of Americans about how young children learn to read. The book begins with a close look at the empirical research being used to support a massive shift in the national understandings about language, literacy, and learning and concludes by revealing the ways in which research studies on early reading instruction are being used by the federal and state governments to support a new methodology that has turned early reading instruction into "a massive business of unprecedented commercial worth." The chapters in the book are: (1) In Which We Are Told Training in Phonemic Awareness Is the Key to Reading Success; (2) In Which Phonemic Awareness Research Is Analyzed from an Experimental Psychological Perspective; (3) In Which Phonemic Awareness Research Is Analyzed from a Sociocultural Perspective; (4) In Which We Find Foorman's Research Does Not Support the NICHD [National Institute of Child Health and Human Development] Proposition That "Phonological Processing Is the Primary Area Where Children with Reading Difficulties Differ from Other Children"; (5) In Which Teachers Are Turned into Clerks and We Discuss Power, Privilege, Racism and Hegemony; (6) In Which Governor Bush's Business Council Holds a Pre-Summit Meeting in Texas; (7) In Which We Have an"If-They-Say-It's-So-It-Must-Be-So" Attitude toward Experimental Research; (8) In Which the Kindergarten Children in North Carolina Are No Longer Expected To Try To Read and Write; (9) In Which I Become the Documentation on Which I Build My Case; (10) In Which We Are Told That in America We Are All Equal. Are We or Aren't We?; (11) In Which We Find the Desks and Chairs Are Broken and the Toilets Don't Work; (12) In Which We Ask: Do You Think America Likes Children?; (13) In Which We Consider If We Are Comfortable Mandating Reading Programs based on Neuroimaging Research and Genetic Studies of Reading Disabilities; (14) In Which California Politically Reinvents How Young Children Learn To Read; (15) In Which California Ends Local Control and the State Board of Education Leads the Jihad; and (16) In Which We Enter the Central Chamber of the Hegemonic Labyrinth. (Contains approximately 250 references; an appendix that offers a response to preliminary statistical analyses used to support the nationally publicized findings of the NICHD Houston reading studies, and an appendix that offers "late-breaking" news about the NICHD Houston reading studies are attached.) (RS)
Author: Neil Rackham
Author: Neil Rackham
Author: Steve Tolleson
Author: Neil Rackham
Author: Henrik Drescher
Author: Steven Holzner
Author: Susan Wise Bauer
Author: Susan Wise Bauer
Author: Greg Byrd
Author: Mahn-Soo Choi
Author: Denny Taylor