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Author | : Neil Rackham |
Publisher | : Taylor & Francis |
Total Pages | : 253 |
Release | : 2020-04-28 |
Genre | : Business & Economics |
ISBN | : 1000111482 |
True or false? In selling high-value products or services: 'closing' increases your chance of success; it is essential to describe the benefits of your product or service to the customer; objection handling is an important skill; open questions are more effective than closed questions. All false, says this provocative book. Neil Rackham and his team studied more than 35,000 sales calls made by 10,000 sales people in 23 countries over 12 years. Their findings revealed that many of the methods developed for selling low-value goods just don‘t work for major sales. Rackham went on to introduce his SPIN-Selling method. SPIN describes the whole selling process: Situation questions Problem questions Implication questions Need-payoff questions SPIN-Selling provides you with a set of simple and practical techniques which have been tried in many of today‘s leading companies with dramatic improvements to their sales performance.
Author | : Lily Madeleine Whiteman |
Publisher | : AMACOM Div American Mgmt Assn |
Total Pages | : 289 |
Release | : 2012-06-17 |
Genre | : Business & Economics |
ISBN | : 0814420222 |
How to Land a Top-Paying Federal Job is the ultimate guide to securing a government job, internship, or fellowship. Written by a successful career coach who has climbed the federal career ladder herself and served as a hiring manager, the book steers applicants through every stage of their job searchesùfrom finding unadvertised openings and getting interviews to sealing enviable deals and even get ting promoted. Drawing on interviews with more than 100 federal hiring managers, the book reveals the secrets to impressing these gatekeepers online, on paper, and in personùinformation that is available nowhere else. The updated second edition includes more get-ahead tips; new templates for writing winning applications; expanded directories for internships, fast-track management training programs and fellowships; and the latest helpful websites. Complete with a companion CD filled with sample rTsumTs, checklists, and templates, this indispensable book gives readers the inside scoop on landing some of the nationÆs most secure, well-paying, and rewarding jobsùin all 50 states and abroad!
Author | : International Labour Office |
Publisher | : International Labor Office |
Total Pages | : 440 |
Release | : 2012 |
Genre | : Business & Economics |
ISBN | : |
The International Standard Classification of Occupations 2008 (ISCO-08) is a four-level hierarchically structured classification that covers all jobs in the world. Developed with the benefit of accumulated national and international experience as well as the help of experts from many countries and agencies, ISCO-08 is fully supported by the international community as an accepted standard for international labour statistics. ISCO-08 classifies jobs into 436 unit groups. These unit groups are aggregated into 130 minor groups, 43 sub-major groups and 10 major groups, based on their similarity in terms of the skill level and skill specialisation required for the jobs. This allows the production of relatively detailed internationally comparable data as well as summary information for only 10 groups at the highest level of aggregation. Each group in the classification is designated by a title and code number and is associated with a definition that specifies the scope of the group. The classification is divided into two volumes: Volume I presents the structure and definitions of all groups in ISCO-08 and their correspondence with ISCO-88, which it supersedes, while Volume II provides an updated and expanded index of occupational titles and associated ISCO-08 and ISCO-88 codes.
Author | : Donald Miller |
Publisher | : HarperCollins Leadership |
Total Pages | : 240 |
Release | : 2021-01-19 |
Genre | : Business & Economics |
ISBN | : 1400203821 |
Is this blue book more valuable than a business degree? Most people enter their professional careers not understanding how to grow a business. At times, this makes them feel lost, or worse, like a fraud pretending to know what they’re doing. It’s hard to be successful without a clear understanding of how business works. These 60 daily readings are crucial for any professional or business owner who wants to take their career to the next level. New York Times and Wall Street Journal bestselling author, Donald Miller knows that business is more than just a good idea made profitable – it’s a system of unspoken rules, rarely taught by MBA schools. If you are attempting to profitably grow your business or career, you need elite business knowledge—knowledge that creates tangible value. Even if you had the time, access, or money to attend a Top 20 business school, you would still be missing the practical knowledge that propels the best and brightest forward. However, there is another way to achieve this insider skill development, which can both drastically improve your career earnings and the satisfaction of achieving your goals. Donald Miller learned how to rise to the top using the principles he shares in this book. He wrote Business Made Simple to teach others what it takes to grow your career and create a company that is healthy and profitable. These short, daily entries and accompanying videos will add enormous value to your business and the organization you work for. In this sixty-day guide, readers will be introduced to the nine areas where truly successful leaders and their businesses excel: Character: What kind of person succeeds in business? Leadership: How do you unite a team around a mission? Personal Productivity: How can you get more done in less time? Messaging: Why aren’t customers paying more attention? Marketing: How do I build a sales funnel? Business Strategy: How does a business really work? Execution: How can we get things done? Sales: How do I close more sales? Management: What does a good manager do? Business Made Simple is the must-have guide for anyone who feels lost or overwhelmed by the modern business climate, even if they attended business school. Learn what the most successful business leaders have known for years through the simple but effective secrets shared in these pages. Take things further: If you want to be worth more as a business professional, read each daily entry and follow along with the free videos that will be sent to you after you buy the book.
Author | : Glen O. Gabbard |
Publisher | : American Psychiatric Pub |
Total Pages | : 1250 |
Release | : 2014-05-05 |
Genre | : Medical |
ISBN | : 158562540X |
The definitive treatment textbook in psychiatry, this fifth edition of Gabbard's Treatments of Psychiatric Disorders has been thoroughly restructured to reflect the new DSM-5® categories, preserving its value as a state-of-the-art resource and increasing its utility in the field. The editors have produced a volume that is both comprehensive and concise, meeting the needs of clinicians who prefer a single, user-friendly volume. In the service of brevity, the book focuses on treatment over diagnostic considerations, and addresses both empirically-validated treatments and accumulated clinical wisdom where research is lacking. Noteworthy features include the following: Content is organized according to DSM-5® categories to make for rapid retrieval of relevant treatment information for the busy clinician. Outcome studies and expert opinion are presented in an accessible way to help the clinician know what treatment to use for which disorder, and how to tailor the treatment to the patient. Content is restricted to the major psychiatric conditions seen in clinical practice while leaving out less common conditions and those that have limited outcome research related to the disorder, resulting in a more streamlined and affordable text. Chapters are meticulously referenced and include dozens of tables, figures, and other illustrative features that enhance comprehension and recall. An authoritative resource for psychiatrists, psychologists, and psychiatric nurses, and an outstanding reference for students in the mental health professions, Gabbard's Treatments of Psychiatric Disorders, Fifth Edition, will prove indispensable to clinicians seeking to provide excellent care while transitioning to a DSM-5® world.
Author | : Hank Phillippi Ryan |
Publisher | : Forge Books |
Total Pages | : 258 |
Release | : 2019-08-20 |
Genre | : Fiction |
ISBN | : 1250197236 |
THE USA TODAY BESTSELLER The Murder List is a new standalone suspense novel in the tradition of Lisa Scottoline and B. A. Paris from award-winning author and reporter Hank Phillippi Ryan. "An exhilarating thrill ride that keeps you turning pages.. Ryan deftly delivers a denouement as shocking as it is satisfying."--Liv Constantine, bestselling author of The Last Mrs. Parrish and The Last Time I Saw You Law student Rachel North will tell you, without hesitation, what she knows to be true. She's smart, she’s a hard worker, she does the right thing, she’s successfully married to a faithful and devoted husband, a lion of Boston's defense bar, and her internship with the Boston DA's office is her ticket to a successful future. Problem is--she’s wrong. And in this cat and mouse game--the battle for justice becomes a battle for survival. The Murder List is a new standalone suspense novel in the tradition of Lisa Scottoline and B. A. Paris from award-winning author and reporter Hank Phillippi Ryan. At the Publisher's request, this title is being sold without Digital Rights Management Software (DRM) applied.
Author | : AMERICAN BAR ASSOCIATION. |
Publisher | : |
Total Pages | : 232 |
Release | : 2022-05-02 |
Genre | : Law |
ISBN | : 9781641059510 |
"The goal of this practical guide to food law is to offer attorneys of all stripes an introduction to how different areas of law and legal practice intersect with food"--
Author | : National Academies of Sciences, Engineering, and Medicine |
Publisher | : National Academies Press |
Total Pages | : 643 |
Release | : 2017-07-13 |
Genre | : Social Science |
ISBN | : 0309444454 |
The Economic and Fiscal Consequences of Immigration finds that the long-term impact of immigration on the wages and employment of native-born workers overall is very small, and that any negative impacts are most likely to be found for prior immigrants or native-born high school dropouts. First-generation immigrants are more costly to governments than are the native-born, but the second generation are among the strongest fiscal and economic contributors in the U.S. This report concludes that immigration has an overall positive impact on long-run economic growth in the U.S. More than 40 million people living in the United States were born in other countries, and almost an equal number have at least one foreign-born parent. Together, the first generation (foreign-born) and second generation (children of the foreign-born) comprise almost one in four Americans. It comes as little surprise, then, that many U.S. residents view immigration as a major policy issue facing the nation. Not only does immigration affect the environment in which everyone lives, learns, and works, but it also interacts with nearly every policy area of concern, from jobs and the economy, education, and health care, to federal, state, and local government budgets. The changing patterns of immigration and the evolving consequences for American society, institutions, and the economy continue to fuel public policy debate that plays out at the national, state, and local levels. The Economic and Fiscal Consequences of Immigration assesses the impact of dynamic immigration processes on economic and fiscal outcomes for the United States, a major destination of world population movements. This report will be a fundamental resource for policy makers and law makers at the federal, state, and local levels but extends to the general public, nongovernmental organizations, the business community, educational institutions, and the research community.
Author | : David Scott |
Publisher | : Springer Nature |
Total Pages | : 156 |
Release | : 2021-02-20 |
Genre | : Education |
ISBN | : 9811597898 |
This book offers insights into how design-based processes, principles, and mindsets can be productively employed in diverse P-16 educational spaces by a myriad of educational actors including teachers, instructional leaders, and students. It addresses concerns about the theoretical and practical implications of the still emergent emphasis of design in education. The book begins by examining a number of prominent design processes being used by educators including human-centred design, designing for authentic inquiries, and Universal Design for Learning. It then delves into how teachers, system leaders, and students can engage in educational design within the complex spaces of K-12 contexts. Finally, the book takes up design in education within a maker and making context. Each chapter includes a vignette, a series of guiding questions, along with specific design principles that can help address common challenges and issues educators encounter in their practice. This book provides both theoretical and practical elements involved in educational design and is beneficial to scholars, graduate students, educators, and pre-service teachers.
Author | : Gayle Laakmann McDowell |
Publisher | : John Wiley & Sons |
Total Pages | : 155 |
Release | : 2011-01-25 |
Genre | : Business & Economics |
ISBN | : 1118013158 |
The Google Resume is the only book available on how to win a coveted spot at Google, Microsoft, Apple, or other top tech firms. Gayle Laakmann McDowell worked in Google Engineering for three years, where she served on the hiring committee and interviewed over 120 candidates. She interned for Microsoft and Apple, and interviewed with and received offers from ten tech firms. If you’re a student, you’ll learn what to study and how to prepare while in school, as well as what career paths to consider. If you’re a job seeker, you’ll get an edge on your competition by learning about hiring procedures and making yourself stand out from other candidates. Covers key concerns like what to major in, which extra-curriculars and other experiences look good, how to apply, how to design and tailor your resume, how to prepare for and excel in the interview, and much more Author was on Google’s hiring committee; interned at Microsoft and Apple; has received job offers from more than 10 tech firms; and runs CareerCup.com, a site devoted to tech jobs Get the only comprehensive guide to working at some of America’s most dynamic, innovative, and well-paying tech companies with The Google Resume.