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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: 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: Tom Lodziak Publisher: ISBN: Category : Languages : en Pages : 248
Book Description
Table tennis is a weirdly addictive sport. All over the world, an army of amateur table tennis players compete in leagues, tournaments, pub battles, work challenges and 'friendly' family games. A 78-year-old can beat a 28-year-old. A 10-year-old can make a grown man cry. To win, you need ninja-like reflexes, the control and coordination of a tightrope-artist, and the tactical dexterity of a chess grandmaster.In this book, coach Tom Lodziak will help you improve your table tennis skills, win more points and win more matches. Tom shares tips on training, service, returning serves, winning points, tactics, playing matches and continual improvement. These are tips which work at amateur level. Tips which are achievable. Tips which will make a difference, even if you only play one hour per week. Are you ready to transform your table tennis game?
Author: Ben Fritz Publisher: Simon and Schuster ISBN: 9780743262514 Category : Political Science Languages : en Pages : 354
Book Description
Certainly all presidents and prime ministers have engaged in spin to a certain extent, but in the past the media - and the public - checked the extent to which our leaders were able to fudge the truth. However, President Bush has repeatedly used deception, told outright lies, and rewritten history to sell his policy agenda. And thanks to one of the most aggressive public relations teams ever assembled, he has been able to get away with it since he began his campaign. In the wake of September 11, the administration has taken its questionable conduct to a new level by attempting to intimidate critics and has tried to connect virtually every policy initiative to the war on terrorism. Bush has used the same tactics to mislead the public on a wide range of other major policy initiatives, from the environment to homeland security to Social Security - all with little scepticism from the media.
Author: Cherian George Publisher: MIT Press ISBN: 0262035308 Category : Political Science Languages : en Pages : 328
Book Description
How right-wing political entrepreneurs around the world use religious offense—both given and taken—to mobilize supporters and marginalize opponents. In the United States, elements of the religious right fuel fears of an existential Islamic threat, spreading anti-Muslim rhetoric into mainstream politics. In Indonesia, Muslim absolutists urge suppression of churches and minority sects, fostering a climate of rising intolerance. In India, Narendra Modi's radical supporters instigate communal riots and academic censorship in pursuit of their Hindu nationalist vision. Outbreaks of religious intolerance are usually assumed to be visceral and spontaneous. But in Hate Spin, Cherian George shows that they often involve sophisticated campaigns manufactured by political opportunists to mobilize supporters and marginalize opponents. Right-wing networks orchestrate the giving of offense and the taking of offense as instruments of identity politics, exploiting democratic space to promote agendas that undermine democratic values. George calls this strategy “hate spin”—a double-sided technique that combines hate speech (incitement through vilification) with manufactured offense-taking (the performing of righteous indignation). It is deployed in societies as diverse as Buddhist Myanmar and Orthodox Christian Russia. George looks at the world's three largest democracies, where intolerant groups within India's Hindu right, America's Christian right, and Indonesia's Muslim right are all accomplished users of hate spin. He also shows how the Internet and Google have opened up new opportunities for cross-border hate spin. George argues that governments must protect vulnerable communities by prohibiting calls to action that lead directly to discrimination and violence. But laws that try to protect believers' feelings against all provocative expression invariably backfire. They arm hate spin agents' offense-taking campaigns with legal ammunition. Anti-discrimination laws and a commitment to religious equality will protect communities more meaningfully than misguided attempts to insulate them from insult.
Author: Daniel Treisman Publisher: Princeton University Press ISBN: 0691224471 Category : Political Science Languages : en Pages : 368
Book Description
How a new breed of dictators holds power by manipulating information and faking democracy Hitler, Stalin, and Mao ruled through violence, fear, and ideology. But in recent decades a new breed of media-savvy strongmen has been redesigning authoritarian rule for a more sophisticated, globally connected world. In place of overt, mass repression, rulers such as Vladimir Putin, Recep Tayyip Erdogan, and Viktor Orbán control their citizens by distorting information and simulating democratic procedures. Like spin doctors in democracies, they spin the news to engineer support. Uncovering this new brand of authoritarianism, Sergei Guriev and Daniel Treisman explain the rise of such “spin dictators,” describing how they emerge and operate, the new threats they pose, and how democracies should respond. Spin Dictators traces how leaders such as Singapore’s Lee Kuan Yew and Peru’s Alberto Fujimori pioneered less violent, more covert, and more effective methods of monopolizing power. They cultivated an image of competence, concealed censorship, and used democratic institutions to undermine democracy, all while increasing international engagement for financial and reputational benefits. The book reveals why most of today’s authoritarians are spin dictators—and how they differ from the remaining “fear dictators” such as Kim Jong-un and Bashar al-Assad, as well as from masters of high-tech repression like Xi Jinping. Offering incisive portraits of today’s authoritarian leaders, Spin Dictators explains some of the great political puzzles of our time—from how dictators can survive in an age of growing modernity to the disturbing convergence and mutual sympathy between dictators and populists like Donald Trump.
Author: David E. Dirks Publisher: Createspace Independent Pub ISBN: 9781468184389 Category : Sports & Recreation Languages : en Pages : 132
Book Description
Improve your trout fishing productivity & satisfaction. Here are just some of the topics covered Spin Fishing for Trout: Strategies & Tactics for Success - Spin Fishing Equipment – Common Mistakes & How to Correct Them – Favorite Seasonal Lures and Tactics – Lure Performance: Spinners and Spoons – Common Water Structures and How to Fish Them – Fishing Small Lakes, Brooks and Ponds – Weather and its Impact on Lure Selection – Tactics for Fishing Pressured Water – Tactics for Targeting and Catching Larger Trout – When to Change Lures and Tactics – Angler Behavior: Doing the Right Thing on the Water. This book is not a basic 101 course on spin fishing for trout. There are already plenty of excellent basic “how-to” books to help you master the basics of using spin fishing equipment. Spin Fishing for Trout is a compilation of strategies and tactics pulled from formal and informal discussions with professional guides and trout spinning experts from across the country. Each year, millions of anglers spend time plying their local waters and trout waters from other destinations. Since it was introduced in the mid-20th century, spin fishing has become a national favorite for catching all kinds of fish in both freshwater and saltwater. My goal with this book was to search out and put together the experience and perspectives of multiple anglers: Anglers who fish for trout and spend more time on the water doing it than the average angler. Anglers who work to make a living out of it, selling services or products to average fishermen. Anglers who have gained a volume of knowledge based on 30, 40 or even 50 years of spin fishing experience. Why settle for one angler's perspective on a specific subject when a number of insights from different levels and different anglers can be offered to readers? So, in addition to what I have contributed to this book based on my collective spin fishing experience of over 35 years, you have the perspectives of different anglers who come to the sport from entirely different sets of angling histories. No one angler attacks a fishing challenge exactly the same as another. Every angler has learned based on the depth and width of their angling experiences. In all, the anglers who have helped me craft this book bring a collective experience base of more than 200 years to angling for you to review and select what works. This book is thick with insights on pro tactics for catching more fish consistently. Sprinkled liberally throughout this book you'll see special inserts noted as “PRO TACTICS.” When you see these inserts pop up in the book, they are from the collective wisdom of the many expert anglers who've helped me over the years become a better trout fisherman. Think of this book as helping you to continue to strengthen the foundation of trout angling expertise that you already possess. Take what you want from it, liberally and freely, and use it well. Absorb the points made in the chapters of this book, letting them sink into your consciousness and seep into your actions on the water. That's the one thing that I can appreciate the most when it comes to fishing: There is always something new to learn. [email protected]/dirksoutdoors
Author: Nick Clelland Publisher: Penguin Random House South Africa ISBN: 1776091582 Category : Political Science Languages : en Pages : 99
Book Description
So you want to raise your media profile? Or you have to deal with journalists during a crisis? Written by two experienced political communicators, this short, punchy and irreverent book reveals spin-doctor secrets for managing the media in an ethical way. Many people will have to encounter the media at some time in their lives: CEOs, sportspeople, politicians, social media users, celebrities, thought leaders, academics, bloggers, authors – the list is endless. Spin is a go-to book that explains what to do when the media comes calling. Whether you’ve done something wonderful and newsworthy or something you wish no one knew about, this book will teach you how to maximise the good news and manage the bad. Spin will also introduce you to a previously well-guarded political methodology that actually harnesses the media and which, if used carefully, can grow your business or make you famous. Using real-life examples from the cauldron of politics, Spin covers essentials like brand strategy, practical media skills, driving issues, social media, crisis communications and ethics. This is a unique and valuable resource that will help you master the media.
Author: Mark Schatzker Publisher: Simon and Schuster ISBN: 1501116134 Category : Cooking Languages : en Pages : 272
Book Description
A lively and important argument from an award-winning journalist proving that the key to reversing North America’s health crisis lies in the overlooked link between nutrition and flavor. In The Dorito Effect, Mark Schatzker shows us how our approach to the nation’s number one public health crisis has gotten it wrong. The epidemics of obesity, heart disease, and diabetes are not tied to the overabundance of fat or carbs or any other specific nutrient. Instead, we have been led astray by the growing divide between flavor—the tastes we crave—and the underlying nutrition. Since the late 1940s, we have been slowly leeching flavor out of the food we grow. Those perfectly round, red tomatoes that grace our supermarket aisles today are mostly water, and the big breasted chickens on our dinner plates grow three times faster than they used to, leaving them dry and tasteless. Simultaneously, we have taken great leaps forward in technology, allowing us to produce in the lab the very flavors that are being lost on the farm. Thanks to this largely invisible epidemic, seemingly healthy food is becoming more like junk food: highly craveable but nutritionally empty. We have unknowingly interfered with an ancient chemical language—flavor—that evolved to guide our nutrition, not destroy it. With in-depth historical and scientific research, The Dorito Effect casts the food crisis in a fascinating new light, weaving an enthralling tale of how we got to this point and where we are headed. We’ve been telling ourselves that our addiction to flavor is the problem, but it is actually the solution. We are on the cusp of a new revolution in agriculture that will allow us to eat healthier and live longer by enjoying flavor the way nature intended.
Author: Neil Rackham
Author: Neil Rackham
Author: Tom Lodziak
Author: Bill Bailey
Author: Ben Fritz
Author: Gini Dietrich
Author: Cherian George
Author: Daniel Treisman
Author: David E. Dirks
Author: Nick Clelland
Author: Mark Schatzker