From Capture to Sale

From Capture to Sale
Author: Linda A. Newson
Publisher: BRILL
Total Pages: 388
Release: 2007-03-09
Genre: History
ISBN: 9004156798

Based on exceptionally rich private papers of Portuguese slave traders, this study provides unique insight into the diet, health and medical care of slaves during their journey from Africa to Peru in the early seventeenth century.

Sell with a Story

Sell with a Story
Author: Paul Smith
Publisher: AMACOM
Total Pages: 298
Release: 2016-09-08
Genre: Business & Economics
ISBN: 0814437125

Despite the high-tech tools available to salespeople today, the most personal method still works best. Through storytelling, a salesperson can explain products or services in ways that resonate, connect people to the mission, and help determine what decisions are made. A well-crafted story can pack the emotional punch to turn routine presentations into productive relationships. In Sell with a Story, organizational storytelling expert and author Paul Smith focuses his popular and proven formula to the sales arena. Smith identifies the ingredients of the most effective sales stories and reveals how to: Select the right story Craft a compelling and memorable narrative Incorporate challenge, conflict, and resolution• And more Learning from model stories, skill-building exercises, and enlightening examples from Microsoft, Costco, Xerox, Abercrombie & Fitch, Hewlett-Packard, and other top companies, you will soon be able to turn their personal experiences into stories that introduce yourself, build rapport, address objections, add value to the product, bring data to life, create a sense of urgency…and most importantly, sell! If you want to become a better communicator and transform your sales results, Sell with a Story is for you.

Visual Selling

Visual Selling
Author: Paul LeRoux
Publisher: John Wiley & Sons
Total Pages: 268
Release: 2007-07-27
Genre: Business & Economics
ISBN: 0470146273

Visual Selling provides salespeople with tools to sell in an increasingly image-oriented culture. More so than ever before, the way a salesperson looks and acts, the images on a screen or in handouts, and even room environments can impact people’s trust, satisfaction and willingness to buy. The authors believe that, to sell most effectively, the seller must be the visual focal point. This book draws on 25 years of experience coaching individuals and organizations in the art of visual selling, sharing stories and techniques used in big-dollar competitive presentations and pitches to senior management. Divided into three sections (the Seller as Focal Point, Getting Ready to Sell and Selling Situations), Visual Selling will appeal to a wide variety of business readers because it can be used to help salespeople sell one-on-one, as well as to assist corporate presenters at selling new programs or products in-house. Section I – The Seller as Focal Point Section II – Getting Ready to Sell Section III – Selling Situations

Rethinking the Sales Force: Redefining Selling to Create and Capture Customer Value

Rethinking the Sales Force: Redefining Selling to Create and Capture Customer Value
Author: John DeVincentis
Publisher: McGraw Hill Professional
Total Pages: 320
Release: 1999-02-05
Genre: Business & Economics
ISBN: 0071371265

In today's markets, success no longer depends on communicating the value of products or services. It rests on the crucial ability to create value for customers. Sales forces need to retool current strategies by recognizing the customer's dominant power in today's economy and what that means for those who sell. Capitalizing on research into the practices of cutting edge companies, the authors show how the successful sales force breaks away from traditional thinking and transforms themselves into complex business processes with multiple sales approaches and selling mdoels that meet the demands of today's sophisticated customers.

African Kings and Black Slaves

African Kings and Black Slaves
Author: Herman L. Bennett
Publisher: University of Pennsylvania Press
Total Pages: 329
Release: 2018-09-10
Genre: History
ISBN: 0812295498

A thought-provoking reappraisal of the first European encounters with Africa As early as 1441, and well before other European countries encountered Africa, small Portuguese and Spanish trading vessels were plying the coast of West Africa, where they conducted business with African kingdoms that possessed significant territory and power. In the process, Iberians developed an understanding of Africa's political landscape in which they recognized specific sovereigns, plotted the extent and nature of their polities, and grouped subjects according to their ruler. In African Kings and Black Slaves, Herman L. Bennett mines the historical archives of Europe and Africa to reinterpret the first century of sustained African-European interaction. These encounters were not simple economic transactions. Rather, according to Bennett, they involved clashing understandings of diplomacy, sovereignty, and politics. Bennett unearths the ways in which Africa's kings required Iberian traders to participate in elaborate diplomatic rituals, establish treaties, and negotiate trade practices with autonomous territories. And he shows how Iberians based their interpretations of African sovereignty on medieval European political precepts grounded in Roman civil and canon law. In the eyes of Iberians, the extent to which Africa's polities conformed to these norms played a significant role in determining who was, and who was not, a sovereign people—a judgment that shaped who could legitimately be enslaved. Through an examination of early modern African-European encounters, African Kings and Black Slaves offers a reappraisal of the dominant depiction of these exchanges as being solely mediated through the slave trade and racial difference. By asking in what manner did Europeans and Africans configure sovereignty, polities, and subject status, Bennett offers a new depiction of the diasporic identities that had implications for slaves' experiences in the Americas.

Slavery and South Asian History

Slavery and South Asian History
Author: Indrani Chatterjee
Publisher: Indiana University Press
Total Pages: 368
Release: 2006-10-12
Genre: History
ISBN: 0253116716

"[W]ill be welcomed by students of comparative slavery.... [It] makes us reconsider the significance of slavery in the subcontinent." -- Edward A. Alpers, UCLA Despite its pervasive presence in the South Asian past, slavery is largely overlooked in the region's historiography, in part because the forms of bondage in question did not always fit models based on plantation slavery in the Atlantic world. This important volume will contribute to a rethinking of slavery in world history, and even the category of slavery itself. Most slaves in South Asia were not agricultural laborers, but military or domestic workers, and the latter were overwhelmingly women and children. Individuals might become slaves at birth or through capture, sale by relatives, indenture, or as a result of accusations of criminality or inappropriate sexual behavior. For centuries, trade in slaves linked South Asia with Africa, the Middle East, and Central Asia. The contributors to this collection of original essays describe a wide range of sites and contexts covering more than a thousand years, foregrounding the life stories of individual slaves wherever possible. Contributors are Daud Ali, Indrani Chatterjee, Richard M. Eaton, Michael H. Fisher, Sumit Guha, Peter Jackson, Sunil Kumar, Avril A. Powell, Ramya Sreenivasan, Sylvia Vatuk, and Timothy Walker.

The Three Value Conversations: How to Create, Elevate, and Capture Customer Value at Every Stage of the Long-Lead Sale

The Three Value Conversations: How to Create, Elevate, and Capture Customer Value at Every Stage of the Long-Lead Sale
Author: Erik Peterson
Publisher: McGraw Hill Professional
Total Pages: 256
Release: 2015-06-05
Genre: Business & Economics
ISBN: 0071849726

The three conversations B2B sale pros must have with customers to control every step of long lead buying cycle The Three Value Conversations provides the tools and methods you need to differentiate you and your solution from the competition, elevate value to the right decision maker, and maximize all sales opportunities across the entire long lead buying cycle. Based on extensive research, the authors’ program enables salespeople to articulate value in three essential conversations with the customer: the Differentiation Conversation (creating value), the Justification Conversation (elevating the value to the right level of decision maker), and the Maximization Conversation (capturing that value and maximizing the size of your opportunities).

Asian Slaves in Colonial Mexico

Asian Slaves in Colonial Mexico
Author: Tatiana Seijas
Publisher: Cambridge University Press
Total Pages: 301
Release: 2014-06-23
Genre: History
ISBN: 1107063124

This book is a history of Asian slaves in colonial Mexico and their journey from bondage to freedom.

Slavery at Sea

Slavery at Sea
Author: Sowande M Mustakeem
Publisher: University of Illinois Press
Total Pages: 433
Release: 2016-11-01
Genre: Social Science
ISBN: 0252098994

Most times left solely within the confine of plantation narratives, slavery was far from a land-based phenomenon. This book reveals for the first time how it took critical shape at sea. Expanding the gaze even more deeply, the book centers how the oceanic transport of human cargoes--infamously known as the Middle Passage--comprised a violently regulated process foundational to the institution of bondage. Sowande' Mustakeem's groundbreaking study goes inside the Atlantic slave trade to explore the social conditions and human costs embedded in the world of maritime slavery. Mining ship logs, records and personal documents, Mustakeem teases out the social histories produced between those on traveling ships: slaves, captains, sailors, and surgeons. As she shows, crewmen manufactured captives through enforced dependency, relentless cycles of physical, psychological terror, and pain that led to the the making--and unmaking--of enslaved Africans held and transported onboard slave ships. Mustakeem relates how this process, and related power struggles, played out not just for adult men, but also for women, children, teens, infants, nursing mothers, the elderly, diseased, ailing, and dying. Mustakeem offers provocative new insights into how gender, health, age, illness, and medical treatment intersected with trauma and violence transformed human beings into the world's most commercially sought commodity for over four centuries.