selling the invisible a field guide to modern marketing

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Selling The Invisible

Author : Harry Beckwith
ISBN : 9780759521520
Genre : Business & Economics
File Size : 55. 69 MB
Format : PDF
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SELLING THE INVISIBLE is a succinct and often entertaining look at the unique characteristics of services and their prospects, and how any service, from a home-based consultancy to a multinational brokerage, can turn more prospects into clients and keep them. SELLING THE INVISIBLE covers service marketing from start to finish. Filled with wonderful insights and written in a roll-up-your-sleeves, jargon-free, accessible style, such as: Greatness May Get You Nowhere Focus Groups Don'ts The More You Say, the Less People Hear & Seeing the Forest Around the Falling Trees.

You Inc

Author : Harry Beckwith
ISBN : 0446586846
File Size : 83. 87 MB
Format : PDF, ePub
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Harry Beckwith, the bestselling author of the classic "Selling the Invisible," reveals how the secret to selling is to sell oneself first.

The Invisible Touch

Author : Harry Beckwith
ISBN : 0759520941
Genre : Business & Economics
File Size : 47. 24 MB
Format : PDF
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This guide shows how markets work and how prospective clients think. It delivers business wisdom aimed at keeping clients by utilising the keys to modern marketing - price, brand, packaging and relationships.

Winning The Professional Services Sale

Author : Michael W. McLaughlin
ISBN : 0470522011
Genre : Business & Economics
File Size : 35. 74 MB
Format : PDF, ePub, Mobi
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An innovative approach to winning more profitable sales in the growing professional services industry In recent years, professional services providers have had to rethink their sales methods and adapt to profound changes in the way clients buy services. In response, Winning the Professional Services Sale argues for fundamental changes in the seller's mindset and sales strategies. Rather than pressing the sale, salespeople must help clients buy--the way that works best for each client. This new approach gives buyers what they now want in a services seller: a consultative problem solver, change agent, and solution integrator, all rolled into one. Author Michael McLaughlin presents a strategy for winning new business with a holistic approach to each client relationship. Only by fully understanding a sale from every angle, including its impact on the client's business and career, can salespeople thrive in the new era of the service economy.

Blackwell S Five Minute Veterinary Practice Management Consult

Author : Lowell Ackerman
ISBN : 0781759846
Genre : Medical
File Size : 67. 68 MB
Format : PDF, Kindle
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Blackwell's Five-Minute Veterinary Practice Management Consult is a comprehensive, one-stop reference text on all things management related, from understanding the marketplace in which veterinarians practice, to appreciating hospital finances, to the nuts and bolts of marketing services for a veterinary practice. Topics are covered in a thorough but concise format and provide invaluable information for practice owners, administrators, associates and staff. Key Features: ? follows the popular Five-Minute Veterinary Consult structured format ? consistency of presentation makes for easy information retrieval ? focus is on practical rather than theoretical solutions for veterinary practice issues ? Provides examples within relevant topics Sections include: ? The veterinary marketplace ? Client relationship management ? Communications ? Financial management ? Cash management ? Human resources ? Marketing management ? Operations management ? Administrative management ? Practice safety ? Legal Issues ? Planning & Decision-making ? Facility management, design and construction Plus, appendices, list of abbreviations, glossary, and more!

The Architect S Handbook Of Professional Practice

Author : Joseph A. Demkin
ISBN : 9780470009574
Genre : Architecture
File Size : 89. 28 MB
Format : PDF, Docs
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"This updated resource covers all aspects of architectural practice, featuring: new material of sustainable design, managing multiple offices, lifelong learning, mentoring, and team building; revised content on programming, project management, construction contract administration, risk management, and ethics; and coverage of small firm considerations as well as emerging issues such as integrated practice and integrated project delivery."--Jacket.

The Lean Design Solution

Author :
ISBN : 9780971221031
Genre : Industrial design
File Size : 86. 35 MB
Format : PDF, ePub, Docs
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