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  1. Great selling is invisible. Influence occurs at a level just below the buyer's awareness. That's important because today's buyer is savvy and all too familiar with traditional selling techniques. However, a few simple words-the right words-can transform an awkward sales call into a comfortable conversation and a resistant prospect into a happy customer. Some people, for example, want to hear about the money they'll save, while others respond to the pain they'll avoid. By identifying different ways buyers are motivated, salespeople can quickly customize their conversations and lead prospects to "yes." The Secret Language of Influence reveals the best ways to approach buyers who are: Motivated by benefits vs. problems * Proactive vs. reactive * Big-picture vs. detailoriented * Systems thinkers vs. creative minds * Influenced by external feedback (testimonials, evidence) vs. internal factors (feelings, personal experiences, beliefs) From the use of storytelling, humor, and emotion-evoking language to words to avoid and questions that advance the sale, this entertaining and practical book demonstrates the power of words to break down resistance and change buyers' minds.
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  2. David Hajdu begins Love for Sale, his personal history of pop music, in an unexpected place - not with nostalgic reminiscences of the 45s of his youth but with the sheet-music era at the end of the nineteenth century. It was not so...
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  3. The essential roadmap for the new realities of selling when buyers are in charge Sales and service are being radically redefined by the biggest communications revolution in human history. Today buyers are in charge! There is no more...
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  4. Even skilled salespeople buckle in tough selling situations-getting defensive with prospects who challenge them on price or too quickly caving to discount pressure. Those are examples of the fight-or-flight response-something salespeople learn to avoid when they build their emotional intelligence. Studies have shown that emotional intelligence (EI) is a strong indicator of success. In Emotional Intelligence for Sales Success, sales trainer and expert Colleen Stanley shows how closely EI is tied to sales performance and how salespeople can sharpen their skills to maximize results. Readers will discover: * How to increase impulse control for better questioning and listening * The EI skills related to likability and trust * How empathy leads to bigger sales conversations and more effective solutions * How emotional intelligence can improve prospecting efforts * The EI skills shared by top sales producers * And much more Emotional intelligence plays a vital role at every stage of the sales process, from business development to closing the deal. When customers can get product information and price comparisons online, the true differentiator is the ability to deftly solve problems and build relationships-EI territory!
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  5. FOUL PLAY IN THE GYM When it comes to running a successful garage sale, Sarah Winston believes in doing her homework. She also believes in giving back. But when she agrees to manage an athletic equipment swap, she doesn't bargain on an uncharitable killer. The day of the event, the school superintendent is found dead in the gymnasium. a HAS SARAH PLAYING DEFENSE Suddenly the murder suspects are the school board members-including the husband of a very difficult client who's hired Sarah to run a high-end sale and demands she do her bidding. In between tagging and haggling, Sarah studies the clues to see who wanted to teach the superintendent a lesson. But as she closes in on the truth, the killer intends to give her a crash course on minding her own business . . . a Praise for the Sarah Winston Garage Sale Mysteries a oThere's a lot going on in this charming mystery, and it all works . . . Well written and executed, this is a definite winner.o-RT Book Reviews, 4 Stars on All Murders Final! a oFull of garage-sale tipsaamusing. A solid choice for fans of Jane K. Cleland's Josie Prescott Antique Mystery series.o -Library Journal on Tagged for Death a oA slam dunk for those who love antiques and garage sales . . . surprising twists and turns.o -Kirkus Reviews on A Good Day to Buy
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  6. The man whom Indian nationalists perceived as the "George Washington of India" and who was President of the Indian National Congress in 1938-1939 is a legendary figure. Called Netaji ("leader") by his countrymen, Subhas Chandra Bose struggled all his life to liberate his people from British rule and, in pursuit of that goal, raised and led the Indian National Army against Allied Forces during World War II. His patriotism, as Gandhi asserted, was second to none, but his actions aroused controversy in India and condemnation in the West.Now, in a definitive biography of the revered Indian nationalist, Sugata Bose deftly explores a charismatic personality whose public and private life encapsulated the contradictions of world history in the first half of the twentieth century. He brilliantly evokes Netaji's formation in the intellectual milieu of Calcutta and Cambridge, probes his thoughts and relations during years of exile, and analyzes his ascent to the peak of nationalist politics. Amidst riveting accounts of imprisonment and travels, we glimpse the profundity of his struggle: to unite Hindu and Muslim, men and women, and diverse linguistic groups within a single independent Indian nation. Finally, an authoritative account of his untimely death in a plane crash will put to rest rumors about the fate of this "deathless hero."This epic of a life larger than its legend is both intimate, based on family archives, and global in significance. "His Majesty's Opponent" establishes Bose among the giants of Indian and world history.
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  7. Praise for How to Sell at Margins Higher Than Your Competitor"This is the complete book for both new and experienced salespeople and business owners to learn and re-learn the essentials for success. How to Sell at Margins Higher Than Your Competitors emphasizes the pricing strategies and tactics to increase the market share and profits of any organization. This is a book that is as important to presidents as it is to salespeople."—Bill Scales, CEO, Scales Industrial Technologies, Inc."As the largest service provider in our industry, we have a significant market advantage. However, we constantly walk the pricing tightrope because, as this book so clearly states, 'business is a game of margins . . . not a game of volume '"—John K. Harris, CEO, JK Harris & Company, LLC"If you live and die on price, this book could be your only lifeline."—Tom Reilly, CSP, author of Value-Added Selling and Crush Price Objections"How to Sell at Margins Higher Than Your Competitors successfully illustrates profitable sales truths to assist us in selling for maximum return. This book's well-researched, logical, and affirming words validate the simple fact that as a premium company we deserve premium margins. So, while our competitors reduce or match prices out of fear and scarcity, our managers, thanks to this powerful sales tool, can continue quoting and closing with profitable confidence."—Joe Bracket, President, Power Equipment Company"I learned a long time ago that it is pretty difficult to control what my competitors will do, but we must control what we do—like maintaining margins. This book is a 'wow ' that will help my salesmen crack bad habits. Sales organizations should design their entire training programs around the content in this book."—George C. Giessing, President, Brusco-Rich
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  8. "This cultural guide will help you to avoid embarrassment when doing business with people from another country" Business Spotlight, May 2012
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  9. "Lead Generation for the Complex Sale" arms you with a sophisticated multimodal approach to generating highly profitable leads. Brian Carroll, CEO of InTouch Incorporated and expert in lead generation solutions, reveals key strategies that you can implement immediately to win new customers, accelerate growth, and improve your sales performance.You'll start by defining your ideal leads and targeting your ideal customer. Then, you'll construct your lead generation plan, a crucial step to staying ahead of your competition long-term. To help you put your plan into action, Carroll guides you step by step to: Align sales and marketing efforts to optimize the number of leads Use multiple lead generation vehicles, including e-mail, referrals, public relations, speaking events, webinars, and more Create value for the prospective customer throughout the buying process Manage a large group of leads without feeling overwhelmed Identify and prioritize your best prospects Increase the percentage of leads who become profitable customers Avoid lulls in the sales cycleWith "Lead Generation for the Complex Sale" you'll learn how to target prospects early in the buying process and make the most efficient use of sales productivity and marketing resources.
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  10. If you know how to sell, you know how to succeed. Selling is the most important, and perhaps the most misunderstood workplace skill. Once you understand how to sell you will become more persuasive, naturally and confidently.This book has four sections, enabling the reader to focus on their most pressing need:* Selling basics - a simple, explicit guide to the sales process;* Selling yourself - and how to get noticed, connected and respected;* Selling to colleagues - presenting, persuading and getting promoted;* Selling to customers - winning orders and succeeding in shops & at shows.This book will help the reader:* Learn the basics about how to sell and why people buy;* Recognise the importance of goal setting and measuring personal performance;* Understand how to find, then influence people able to contribute to their success;* Become more confident in taking the lead and steering things they way they want them to go, at work, home and in social situations.
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  11. This text provides a comprehensive look at the fast growing meetings and convention market segment. A useful "how- to" guide, it takes students through all aspects of selling and servicing a convention at a hotel or other group meeting facility. In addition, it profiles the customer for meetings and conventions, the planners in charge of site selection, and facilities they commonly use. Also includes "Industry Insiders" planning tips and case studies direct from professionals in Convention Services departments.
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  12. The Making of Modern Law: U.S. Supreme Court Records and Briefs, 1832-1978 contains the world's most comprehensive collection of records and briefs brought before the nation's highest court by leading legal practitioners - many who later became judges and associates of the court. It includes transcripts, applications for review, motions, petitions, supplements and other official papers of the most-studied and talked-about cases, including many that resulted in landmark decisions. This collection serves the needs of students and researchers in American legal history, politics, society and government, as well as practicing attorneys. This book contains copies of all known US Supreme Court filings related to this case including any transcripts of record, briefs, petitions, motions, jurisdictional statements, and memorandum filed. This book does not contain the Court's opinion. The below data was compiled from various identification fields in the bibliographic record of this title. This data is provided as an additional tool in helping ensure edition identification: Canton Co. of Baltimore v. Comptroller of the Treasury, Retail Sales Tax Division, Maryland.Jurisdictional Statement / FRANCIS D MURNAGHAN / 1963 / 365 / 375 U.S. 58 / 84 S.Ct. 173 / 11 L.Ed.2d 122 / 8-13-1963Canton Co. of Baltimore v. Comptroller of the Treasury, Retail Sales Tax Division, Maryland.Motion / THOMAS B FINAN / 1963 / 365 / 375 U.S. 58 / 84 S.Ct. 173 / 11 L.Ed.2d 122 / 9-11-1963Canton Co. of Baltimore v. Comptroller of the Treasury, Retail Sales Tax Division, Maryland.Brief in Opposition / FRANCIS D MURNAGHAN / 1963 / 365 / 375 U.S. 58 / 84 S.Ct. 173 / 11 L.Ed.2d 122 / 9-21-1963
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  13. Punishment for Sale is the definitive modern history of private prisons, told through social, economic and political frames. The authors explore the origin of the ideas of modern privatization, the establishment of private prisons, and the efforts to keep expanding in the face of problems and bad publicity. The book provides a balanced telling of the story of private prisons and the resistance they engendered within the context of criminology, and it is intended for supplemental use in undergraduate and graduate courses in criminology, social problems, and race & ethnicity.
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  14. ""Oh Lord, won't you buy me a Mercedes Benz?""—Janis JoplinA journalist's intrepid endeavor to sell his used car abroad results in a high-spirited and revealing look at West Africa.""Look, there's my car," I say, pointing at my Mercedes in the parking lot."Where?" a fellow desert traveler asks."There, that Mercedes," I say.He looks at me, questioning. "You want to drive that through the Sahara?""Jeroen van Bergeijk came up with what seemed like a great scheme for making a quick profit: buy a clunker of a car in his native Amsterdam and resell it in the Third World, where a market even for jalopies still thrives. His chariot of choice is a rusted-out 1988 Mercedes 190D with 220,000 kilometers on its odometer; his route will take him from Holland through Morocco, across the Sahara, and into some of the least trodden parts of Africa."My Mercedes Is Not for Sale "is a rollicking tale of an innocent abroad. The author finds himself facing a driving challenge akin to the Dakar Rally but encounters obstacles never dreamed of by race-car drivers: active minefields, occasional banditry—mostly by the border guards—and a teenage, chain-smoking desert guide with a fondness for Tupac lyrics. Food and water are scarce, sandstorms are frequent, and all he has to patch up his many car breakdowns thousands of miles from civilization is a bar of soap, some duct tape, and a pair of women's nylons. Then there's the coup he survived."My Mercedes Is Not for Sale" captures more than the adventure—it vividly portrays the impact of globalization on Africa through a surprise-filled journey into its thriving car culture, while asking the question: is the white man's burden really a used car?
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  15. This collection includes three of Tom Hopkins' most successful audio books:"Mastering the Art of Selling" is a classic—whether you're a seasoned pro or just starting out, Mastering the Art of Selling's five essential steps to selling are guaranteed to give you the edge you need to excel."The Academy of Master Closing" covers the most crucial aspect of selling: closing the sale. This power-packed audio gives you the same secret closing techniques that Tom Hopkins teaches in his overwhelmingly successful seminars."Advanced Sales Survival Training" shows how to relieve stress, communicate better with your clients, restore balance to your career, and enjoy yourself as you are on your way to increasing your overall effectiveness, and your profits
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  16. $10.00 U.S. 11-ounce, 3 1/4" x 3 3/4"
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  17. THE MOST POWERFUL SYSTEM FOR SALES SUCCESS — FROM THE AUTHOR OF THE BESTSELLING AUDIO "THE PSYCHOLOGY OF SELLING"Strategy, tactics, and mental preparedness separate superior salespeople from the average — and with technological advances evening the competition, the selling edge is now more important than ever. Drawing on his own successful sales career and on his extensive experience as a sales consultant and seminar leader, Brian Tracy has developed the most comprehensive and effective approach to selling ever created."Advanced Selling Strategies" provides you with the techniques and tools used by top salespeople in every industry — methods that net immediate and spectacular results. This book explains how to:Develop the self-image to give you the edge in every sales situationConcentrate on the customer's emotional factors to ensure better sales resultsIdentify your customer's most pressing concerns and position your product or service to fill those needsA MUST READ FOR SALESPEOPLE AND BUSINESSPEOPLE ALIKE.
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  18. Now you can join the hundreds of thousands of salespeople who have followed Stephen Schiffman's advice and watch your performance soar. Schiffman lets you in on the industry's best-kept secrets.Learn how to convert leads to sales, motivate yourself and motivate others, give killer presentations, and keep your sense of humor.This new edition includes:New examples using the latest advances in sales presentation technologyUp-to-date cases of these successful habits in actionFive bonus habits showing readers how to overcome mistakes, set sales timetables, and reexamine processes to shore up weaknesses If you're a salesperson looking to succeed, this is the book for you!
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  19. One hour: that's all the reading time you'll need to master one of the 15 essential sales topics outlined in "The Ultimate Sales Training Workshop."Just pick your subject, then read the hands-on guide for that chapter and additional reading materials for salespeople. Next, follow the preparation steps contained in the Sales Manager's Meeting Guide-a one-page checklist of items taking you from preplanning your workshop through set-up, organizing meeting materials, getting participants involved, topics of discussion, role-playing, debriefing sessions, getting feedback, and more. Everything is spelled out: what to do, when to do it, what to say, how to wrap things up. You simply follow the script.Each chapter also provides All the essential sales principles you'll want to cover Sidebars containing sales reps' frequently asked questions Quick tips for preparing your training session or next sales meeting Suggestions for visual materials Time-tested sales toolsBeing a master seller takes years of experience, but being a master trainer doesn't. With "The Ultimate Sales Training Workshop" in hand, you can set up and conduct effective training sessions in no time that will boost your team's performance to new heights.
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