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Disruption is unique - a work of sales fiction. Set against the recent pandemic, this fictional narrative centers around two main characters at one sales organization. Following the story of first year rep., Grace Devlin, readers reflect on and consider application of concepts pertaining to prospecting, building customer relationships, using sales technology, identifying customer needs, negotiating, overcoming objections, closing, following up...

Analytical Method Validation: QbD is a map for the journey from method design and development to lab experiments to data analysis and proper documentation. Practical examples of Validation Protocols and associated Reports, along with case studies across a range of applications, are explored.

Over the years, I developed and evolved the Consultative Sales Model that is the basis of this book. It all started with that presentation to my new direct reports at AMD and my desire to "get inside their heads". Chris Anderson, owner of the TED conferences, clearly emphasizes this point: So, language works its magic only to the extent that it is shared by the speaker and listener. And there's the clue to how to achieve the miracle of re-crea...

In this book, the authors explore account manager issues through the lens of a highly successful account manager's career at one of the world's leading global enterprises. Every chapter in the book includes passages in their shared and individual voices, so as to highlight varying perspectives. But the entire book together draws on our combined experiences and expertise of the two authors This book focuses on the career of Gus Maikish, who ha...

Customers Win, Suppliers Win: Lessons from One of IBM's Most Successful Strategic Account Managers by Noel Capon and Gus Maikish vividly draws account management best practices from IBM's up and down fortunes since the 1970s. In the process, it also offers an illuminating insider perspective on Big Blue's best and worst times - as experienced in day-to-day interactions with some of its most important customers. The book's most provocative take...

The emphasis of this textbook is on how sales management gets done. You will find contemporary materials in the content and application exercises, such as in the end-of-chapter questions, role plays, caselets, and cases. We developed the instructor materials in such a way that they facilitate how instructors teach the content using various modes (e.g., face-to-face, online, or hybrid models). To reflect the textbook's new organization, we pro...

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This book approaches digital marketing in two ways: from the point of view of the strategic thinker - who might guide the vision in their organization requiring an understanding all of the options available as well as how to evaluate them, and the tactical perspective, for the roll-up-your-sleeves practitioner, who wants to dig in to the details and may even launch campaigns themselves.Each chapter is designed to present frameworks for thinkin...

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This book examines all aspects of implementing a professional consultative salesorganization. It can be read cover-to-cover for a comprehensive perspective, orchapter-by-chapter for a more topical view, based on your needs and interested.It is divided into three Parts: Part A: "The Worlds of Selling and Sales" compares traditional to consultativeselling. While each approach is tasked with generating revenue for theircompany, how they accomplis...

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Essentials of Management is written for newcomers to the field of management and forexperienced managers seeking updated information and a review of the fundamentals.It is also written for the many professionals and technical people who work closelywith managers and who take their turn at performing some management work. Anexample would be the member of a cross-functional team who is expected to have theperspective of a general manager.Based o...

The Logic of Academic Writing was developed from a practical educational need, namelyteaching early-year Ph.D. students some basic ideas on how they can structure their arguments in waysthat may make sense for an academic paper to be written and consequently published. The authors' research expertise is in argumentation studies: the discipline that analyzes how arguments are produced, evaluated, and addressed, considering the pragmatic, logica...

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This text is intended for a nontechnical, issues-oriented economics course, usually a 100-levelcourse at four-year universities. It is often a general education course. The book is also appropriatefor two-year colleges and other institutions, as well as economic education programs forelementary and secondary teachers. Chapters are designed so that they can be taught in anyorder after Chapter 1. Each chapter includes references to other chapter...

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Human Resource Management (HRM) is a set of decisions systems that organizations can design and implementto increase the performance and productivity of their workforce. The major activities in HRM arerecruitment, selection, training, measuring performance, and compensating workers for their performance.The first two of these, recruitment and selection, focus on bringing high-ability individuals into the organizationand placing them in the app...

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