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  1. The bestselling guide to stress-free bookkeeping. Do you want to save time, money, and a few grey hairs by establishing efficient bookkeeping practices? You’ve come to the right place! Bookkeeping For Dummies, Second Australian & New Zealand Edition, shows small business owners and bookkeepers how to record day-to-day transactions, understand GST, generate Profit & Loss reports, and so much more. Inside, you’ll get to grips with bookkeeping basics, discover how to record business transactions correctly, use the latest accounting software, and find out how to manage employee payroll. You’ll also get advice on allocating tricky transactions correctly. The new edition of this bestselling guide has been fully updated to include cloud accounting software, bank feeds, and automated reconciliations. You can find out about changes to BAS Agent legislation, and the latest in payroll and tax reporting obligations. New chapters include how to start your own independent bookkeeping practice, and a practical explanation of the bookkeeper’s professional ‘code of conduct.’ Covers cloud accounting and recent changes in the accounting software landscapeIncludes information and resources specific to Australia and New ZealandContains a Foreword written by Matthew Addison, Executive Director of the Institute of Certified BookkeepersProvides lots of helpful information and tips for students studying Certificate IV in Bookkeeping or Financial Services. Do you know your assets from your equity? Or are you confused about depreciation? Whether you’re a small business owner who is new to bookkeeping or a seasoned bookkeeping professional who wants to learn more about creating complex financial reports, Bookkeeping For Dummies sets you up for success.About the Authors Veechi Curtis is a qualified accountant and consultant who specialises in teaching small businesses about technology and finance. She is the author of several bestselling For Dummies business titles. Lynley Averis is a Ne
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  2. Want to turn your passion forfitness into a lucrative career? Each year, more than 5 millionAmericans use personal trainers to take their workouts to the nextlevel—and this plain-English guide shows you how to get in on theaction. Whether you want a part-time job at the gym or a full-timepersonal training business, you’ll find the practical, proven adviceyou need in this indispensable resource.Becoming a Personal Trainer For Dummies is for you if youwant to become a certified personal trainer and start your ownbusiness—or if you’re a certified trainer looking to improve upon yourexisting practice. You get a thorough overview of what it takes to getcertified and run a successful business, complete with expert tips thathelp you:- Find your training niche- Study for and pass certification exams- Attract, keep, and motivate clients- Interview, hire, and manage employees- Update your training skills- Expand your servicesThis user-friendly guide offers unique coverage of personal trainercertification programs, including tips on selecting the right programand meeting the requirements. You’ll see how to develop your trainingidentity as well as practice invaluable skills that will make you agreat personal trainer. You also receive savvy guidance in:- Choosing the best fitness equipment- Creating a business plan, a record-keeping system, and amarketing campaign- Performing fitness assessments- Developing individualized exercise programs- Advancing your clients to the next fitness level- Managing legal issues and tax planning- Offering additional services such as massage and nutritionconsultation- Training clients with special needsComplete with ten great starter exercises and a valuable list ofprofessional organizations and resources, Becoming a PersonalTrainer For Dummies gives you the tools you need to get the mostout of this fun, fabulous career!About The Authors:Melyssa St. Michael is a certified personal trainer and certified nutritionconsultant. She was named one o
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  3. During economic contractions, it becomes much more difficult to sell your products, maintain your customer base, and gain market share. Mistakes become more costly, and failure becomes a real possibility for all those who are not able to make the transition. But imagine being able to sell your products when others cannot, being able to take market share from both your competitors, and knowing the precise formulas that would allow you to expand your sales while others make excuses. If You?re Not First, You?re Last is about how to sell your products and services?despite the economy?and provides the reader with ways to capitalize regardless of their product, service, or idea. Grant shares his proven strategies that will allow you to not just continue to sell, but create new products, increase margins, gain market share and much more. Key concepts in If You?re Not First, You?re Last include: Converting the Unsold to Sold The Power Schedule to Maximize Sales Your Freedom Financial Plan The Unreasonable Selling Attitude
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  4. Go from being a good practitioner to being an extraordinary leader of healthcare professionals.If you read nothing else on leadership, read these articles. We’ve combed through hundreds of Harvard Business Review articles and selected the most important ones for healthcare leaders to help you and your team excel, maximize performance, and live into your mission.Leading experts, such as Thomas H. Lee, Daniel Goleman, Peter F. Drucker, John P. Kotter, and Amy C. Edmondson, provide the insights and advice you need to: Understand the difference between managers and leadersMotivate others to excelCreate successful cross-functional teams on the flyMaintain your identity and values as a clinician as you move into an organizational leadership roleHave an impact not only on your organization but on the surrounding systemWork in complex environments where authority is diffuseLead effectively in times of rapid changeThis collection of articles includes “What Makes a Leader?,” by Daniel Goleman; “What Makes an Effective Executive,” by Peter F. Drucker; “What Leaders Really Do,” by John P. Kotter; “Level 5 Leadership: The Triumph of Humility and Fierce Resolve,” by Jim Collins; “The Work of Leadership,” by Ronald A. Heifetz and Donald L. Laurie; “Teamwork on the Fly,” by Amy C. Edmondson; “Who Has the D? How Clear Decision Roles Enhance Organizational Performance,” by Paul Rogers and Marcia Blenko; “In Praise of the Incomplete Leader,” by Deborah Ancona, Thomas W. Malone, Wanda J. Orlikowski, and Peter M. Senge; “Using the Balanced Scorecard as a Strategic Management System,” by Robert S. Kaplan and David P. Norton; “Health Care’s Service Fanatics,” by James I. Merlino and Ananth Raman; and “Engaging Doctors in the Health Care Revolution,” by Thomas H. Lee and Toby Cosgrove.
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  5. Prospecting - findingand qualifying prospective clients - is the first step in theselling proposition. It can also be the most daunting. The first bighurdle is knowing where to look for opportunities and recognizing themwhen they present themselves. Then there’s the fear of rejection thatmakes it so hard to approach strangers and talk to them persuasivelyabout the product or service you represent. The good salespersonrecognizes these challenges and finds ways to cope with them. The greatsalesperson, according to sales legend Tom Hopkins, turns them to heradvantage and uses them to supercharge her selling and sell, sell,sell.Whether you’re a newcomer to sales or a seasoned pro, SalesProspecting For Dummies is your survival guide for generating newleads. Tom Hopkins helps you gain a solid perspective on whatprospecting is and shares simple, yet powerful ways to build aprosperous selling career by meeting and getting to know the rightpeople. You’ll find out how to:- Build an appealing image- Polish your phone skills- Tap business contacts for leads- Prospect your customer list- Use the power of the Internet- Get the biggest bang for your advertising buckHere’s a gold mine of tried-and-true techniques and strategies forfinding and keeping clients from America’s number one sales trainer.You’ll discover how to set your goals, plan your time, and multiplyyour leads by:- Obtaining valuable free information from newspapers, magazinesand specialized journals, radio and television, the Internet, and more- Developing a network of friends and associates; and mining it forall it’s worth- Speaking so others will listen and maximizing every meeting withevery person- Techniques for getting satisfied customers to become an endlesssource of new referrals- Building your image to the point where prospects seek you out- Handling failure and rejection, keeping a positive attitude, andstaying motivatedA concise, yet comprehensive guide to getting and maintaining asalesperson’s most
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  6. Start closing sales like top producers! Have you ever found yourself at a loss for what to say when the gatekeeper asks you what your call is about? Have your palms ever sweated when the decision maker shuts you down with: “I wouldn’t be interested”? Has your heart taken a fast dive into your stomach when, at the start of your presentation, your prospect tells you that they’ve thought about it and are just going to pass? If you’re in sales, then the question isn’t “Have you ever felt this way?”, but rather, “How often do you feel this way? Are you finally ready to learn how to confidently and effectively overcome these objections, stalls, and blow-offs? If so, Power Phone Scripts was written for you! Unlike other books on sales that tell you what you should do (like build value – hard to do when the prospect is hanging up on you!), Power Phone Scripts provides word-for-word scripts, phrases, questions, and comebacks that you can use on your very next call. Learn to overcome resistance, get through to the decision maker, and then, once you have him or her on the phone, make an instant connection and earn the right to have a meaningful conversation. You’ll be equipped with proven questions, conversation starters, and techniques to learn whether or not they are even right for your product or service, and, if they aren’t, who else in their company or another department might be. Power Phone Scripts is the sales manual you’ve been looking for: over 500 proven, current, and non-salesy phrases, rebuttals, questions, and conversation openers that will instantly make you sound more confident – just like the top producing sales pros do right now. Gone will be your call reluctance; gone will be your fear of calling prospects back for presentations and demos; gone will be the fear of asking for the sale at the end of your pitch! This practical guide is filled with effective scripts for prospecting, emailing, voice mails, closes, and tons of rebuttals to recurring objections you
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  7. The sales guide for non-sales professionals Exactly How to Sell walks you through a tried and true process that draws on time tested methods that are designed to attract and keep more customers. No matter what you are selling (yourself, your product or your services) this simple read is certain to provide you actionable strategies to deliver you more of the sales results you are looking for. Inside, Phil M. Jones writes from experience and explains how to get more customers and keep them all happy while they re spending more money, more often. Using simple, practical, and easy-to-implement methods in line with the modern business landscape, Phil educates and guides you, giving you the confidence you need to develop the skills you need to win more business. Boost your salesmanship to support your core professionCreate intent in a buyer and scenarios where everybody winsChoose your words wisely and present like a proOvercome the indecision in your customers and close more salesManage your customer base and have them coming back for more If you want to up your sales game, Exactly How to Sell shows you how.
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  8. Selected by HubSpot as one of the Top 20 Sales Books of All Time No matter how much repeat business you get from loyal customers, the lifeblood of your business is a constant flow of new accounts. Whether you’re a sales rep, sales manager, or a professional services executive, if you are expected to bring in new business, you need a proven formula for prospecting, developing, and closing deals. New Sales. Simplified. is the answer. You’ll learn how to: Identify a strategic, finite, workable list of genuine prospects Draft a compelling, customer-focused “sales story” Perfect the proactive telephone call to get face-to-face with more prospects Use email, voicemail, and social media to your advantage Overcome-even prevent-every buyer’s anti-salesperson reflex Build rapport, because people buy from people they like and trust Prepare for and structure a winning sales call Stop presenting and start dialoguing with buyers Make time in your calendar for business development activities And much more Packed with examples and anecdotes, New Sales. Simplified. balances a blunt (and often funny) look at what most salespeople and executives do wrong with an easy-to-follow plan for ramping up new business starting today.
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  9. As a direct sales leader, you get what you want by helping your team get what they want. Direct selling is booming. It’s no surprise when you consider the benefits of launching a direct selling business-low start-up costs, strong earning potential, and a flexible work schedule. Currently an estimated 15.6 million people are involved in direct selling in the U.S. alone-and more than 100 million worldwide. Mary Christensen has empowered and equipped thousands of direct sellers to succeed, and in her newest book, Be a Direct Selling Superstar, she delivers an all-encompassing guide to building, leading, and managing a profitable direct sales organisation. Readers will learn how to: Set goals Eliminate self-sabotaging behaviours Market their products and business opportunity effectively Communicate persuasively Build a committed network of sellers Be an influential leader Create a clear road map for others to follow Inspire and lead a wide range of personalities Maintain work-life balance Manage their time and their money wisely For corporate refugees, ambitious entrepreneurs, mumpreneurs, and anyone else looking for a new source of income-this inspiring master plan explains step by step how to achieve long-term success in direct selling.
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  10. A concrete framework for engaging today’s buyer and building relationships Social Selling Mastery provides a key resource for sales and marketing professionals seeking a better way to connect with today’s customer. Author Jamie Shanks has personally built Social Selling solutions in nearly every industry, and in this book, he shows you how to capture the mindshare of business leadership and turn relationships into sales. The key is to reach the buyer where they’re conducting due diligence online. The challenge is then to strike the right balance, and be seen as a helpful resource that can guide the buyer toward their ideal solution. This book presents a concrete Social Selling curriculum that teaches you everything you need to know in order to leverage the new business environment into top sales figures. Beginning with the big picture and gradually honing the focus, you’ll learn the techniques that will change your entire approach to the buyer. Social Selling is not social media marketing. It’s a different approach, more one-to-one rather than one-to-many. It’s these personal relationships that build revenue, and this book helps you master the methods today’s business demands. Reach and engage customers online Provide value and insight into the buying process Learn more effective Social Selling tactics Develop the relationships that lead to sales Today’s buyers are engaging sales professionals much later in the buying process, but 74 percent of deals go to the sales professional who was first to engage the buyer and provide helpful insight. The sales community has realized the need for change top performers have already leveraged Social Selling as a means of engagement, but many more are stuck doing “random acts of social,” unsure of how to proceed. Social Selling Mastery provides a bridge across the skills gap, with essential guidance on selling to the modern buyer.
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  11. Guided by famed marketing consultant and best-selling author Perry Marshall, sales and marketing professionals save 80 percent of their time and money by zeroing in on the right 20 percent of their market — then apply 80/202 and 80/203 to gain 10X, even 100X the success. With a powerful 80/20 software tool (online, included with the book), sellers and marketers uncover how to slash time-wasters; advertise to hyper-responsive buyers and avoid tire-kickers; gain coveted positions on search engines; differentiate themselves from competitors and gain esteem in their marketplace. With the included tools they’ll see exactly how much money they’re leaving on the table, and how to put it back in their pockets. Sellers will identify untapped markets, high-profit opportunities and incremental improvements, gaining time and greater profit potential. Supported by online tools from Marshall, including The 80/20 Power Curve, a tool that helps you see invisible money, and a Marketing DNA Test, a personal assessment that zeroes in on one’s natural selling assets, this timeless guide promises to change the game for seasoned and novice marketers and sellers.
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  12. The USA Today bestseller by the star sales speaker and author of The Sales Blog that reveals how all salespeople can attain huge sales success through strategies backed by extensive research and experience. Anthony Iannarino never set out to become a salesman, let alone a sales manager, speaker, coach, or writer of the most prominent blog about the art and science of great selling. He fell into his profession by accident, as a day job while pursuing rock-and-roll stardom. Once he realized he'd never become the next Mick Jagger, Iannarino turned his focus to a question that's been debated for at least a century: Why are a small number of salespeople in any field hugely successful, while the rest get mediocre results at best? The answer is simple: it’s not about the market, the product, or the competition—it’s all about the seller. And consequently, any salesperson can sell more and better, all the time. Over twenty-five years, Iannarino has boiled down everything he's learned and tested into one convenient book that explains what all successful sellers, regardless of industry or organization, share: a mind-set of powerful beliefs and a skill-set of key actions, including... Self-discipline: How to keep your commitments to yourself and othersAccountability: How to own the outcomes you sellCompetitiveness: How to embrace competition rather than let it intimidate youResourcefulness: How to blend your imagination, experience, and knowledge into unique solutionsStorytelling: How to create deeper relationships by presenting a story in which the client is the hero and you're their guideDiagnosing: How to look below the surface to figure out someone else's real challenges and needs Once you learn Iannarino's core strategies, picking up the specific tactics for your product and customers will be that much easier. Whether you sell to big companies, small companies, or individual consumers, this is the book you'll turn to again and again for proven wisdom, strategies, and ti
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  13. Selected by HubSpot as one of the Top 20 Sales Books of All Time No matter how much repeat business you get from loyal customers, the lifeblood of your business is a constant flow of new accounts. Whether you're a sales rep, sales manager, or a professional services executive, if you are expected to bring in new business, you need a proven formula for prospecting, developing, and closing deals. New Sales. Simplified. is the answer. You'll learn how to: ∗ Identify a strategic, finite, workable list of genuine prospects ∗ Draft a compelling, customer-focused "sales story" ∗ Perfect the proactive telephone call to get face-to-face with more prospects ∗ Use email, voicemail, and social media to your advantage ∗ Overcome-even prevent-every buyer's anti-salesperson reflex ∗ Build rapport, because people buy from people they like and trust ∗ Prepare for and structure a winning sales call ∗ Stop presenting and start dialoguing with buyers ∗ Make time in your calendar for business development activities ∗ And much more Packed with examples and anecdotes, New Sales. Simplified. balances a blunt (and often funny) look at what most salespeople and executives do wrong with an easy-to-follow plan for ramping up new business starting today.
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  14. Everyone, from those starting out in their first real jobs to experienced leaders in the senior ranks of organisations, have moments - days, months, years, even - when they question their ability to face challenges. When their confidence feels threatened. No one is immune to bouts of insecurity at work - but this doesn't have to hold you back. With consistent effort, and the courage to take a risk, you can gradually expand your confidence, and with it, your capacity to build more of it. This book will show you how. There are many aspects to developing confidence. And to really develop your confidence from the inside out there are four key aspects: 1. Show Up as the real you and the best version of you as a leader.2. Stand Up for yourself, your team, your values and your point of view.3. Speak Up and have a voice and be able to influence.4. Step Up your performance, your impact and ultimately how you exercise leadership. It's not enough just to feel confident. You have to do the work. This book will provide the linkages to why confidence is critical to leadership success at both the individual and team level and give practical ways to build confidence in an authentic way for sustainable success.
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  15. 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. Matthew Dixon, Brent Adamson, and their colleagues at Corporate Executive Board have studied the performance of thousands of sales reps worldwide. And what they discovered may be the biggest shock to conventional sales wisdom in decades. The Challenger Sale argues that classic relationship-building is the wrong approach. Every sales rep in the world falls into one of five distinct profiles, and while all of these types of reps can deliver average performance, only one - the Challenger - delivers consistently high performance. Instead of bludgeoning customers with facts and features, Challengers approach customers with insights about how they can save or make money. They tailor their message to the customer's specific needs. They are assertive, pushing back when necessary and taking control of the sale. Any sales rep, once equipped with the right tools, can drive higher levels of customer loyalty and, ultimately, greater growth. www.thechallengersale.com
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  16. After the Roaring '20s came the Great Depression. After the Roaring 2000s came the Great Recession.We're now entering the winter season of the 80-Year Four Season Economic Cycle. It's during this season that we'll clear the decks with a devastating crash and debilitating deflation. The economy and markets will shed the excesses created during the preceding fall bubble boom season and prepare the soil for new blossoming in innovation and a spring boom.After the blustering bull market of 2009-2015, we are now preparing for a shakeout more painful than anything we've seen before. We have eight years of unprecedented government stimulus and money creation to thank for stretching this bubble beyond imagination and making the burst more painful than anything we've ever experienced.There's no better guide to financial cycles than Harry S. Dent Jr., the bestselling author of The Demographic Cliff and many other books, and the editor of the Boom & Bust newsletter. For more than 30 years he has earned a reputation for eerily accurate predictions about the world economy and the financial markets.Now Dent has an urgent new warning about the next crisis. The consequences will be devastating--but there's a bright side that he's calling "the sale of a lifetime." For anyone who heeds the signs and follows Dent's advice, the looming correction is a once-in-a-century opportunity to gather immense wealth.In this pressing book, you'll learn not only why a collapse is imminent, but how to identify bubbles and tune in to the cycles driving that drive booms and busts.Practical, accessible, and illuminating, The Sale of a Lifetime will protect you from the tough challenges ahead and help you cash in on the unique opportunities of the next few years. At stake is nothing less than your entire financial future.About the AuthorHarry S. Dent, Jr., is the bestselling author of The Demographic Cliff, The Great Depression Ahead, and many other books. He is the founder of Dent Research, which publi
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