Описание: Common Core is an instructive book that enhances classroom teacher knowledge-base of global and multicultural literature texts, which as a result, deepens student appreciation for cultures around the world. Through use of technology and multicultural literature, Dr. Saine fires up the imagination of students, as she transports them to other cultures, countries and regions of the world. It is a highly nuanced text that builds bridges across cultures while meeting English Language Arts (ELA) standards. The text is likely to make a lasting contribution to this mostly neglected area of student cultural awareness and development.
The Seller's Challenge: How Top Performers Master Deal-Killing Obstacles in B2B Sales
There is a common question that troubles all sellers at points in their career: "So what do I do now?" It may be uttered out of fear or confusion but it's that moment of paralysis where they realize they are about to lose an opportunity that they had invested much time to win.
The Seller's Challenge is a "tactical field manual" that taps current research, best practices and real-life examples to help sellers craft action plans that optimize productivity and drive success. It's all about what top-performing sellers do - how they research, plan and implement activities that maximize their chances of winning.
Each chapter is designed to be read on its own. Readers can read the entire book or just pick the chapters that interest them the most. If you look carefully and closely there are caution signs that will guide the seller toward the best course of action.
The Seller's Challenge focuses on:
o Helping the seller "map" the role of each stakeholder, what matters to each buyer, each stakeholder's sense of urgency and which solution they support.
o The fundamentals of executing conversations that are buyer-centered including how to research and prepare, how to craft a focused opening, research blind spots, share relevant insights, and plan an "advance."
o Preparing sellers to handle one of the most perplexing and complicated challenges: selling to resistant buyers by sharing insight to alter the buyer's perspective on the deal and when and how provocation can aid the seller.
o Understanding when and how sale calls fail and three vital skills used by top performers to elevate their calls.
o Helping sellers engage and collaborate with gatekeepers, develop the right mindset and determine whether the gatekeeper is a protector, regulator or imitator.
o How to combine cognitive and emotional elements to optimize the seller's position in contrast to the Status Quo. Often buyers view change as risk-laden while the Status Quo appears to be risk-free.
o Helping sellers learn how to gauge the "investment worthiness" of an RFP, identify caution signs, discover when to break the rules and how to develop a plan to win the "beauty contest."
o What a seller must know and do to sell effectively to committees with as few as five or as many as twenty stakeholders, how to deploy a sales team, and the elements of a winning sales presentation.
o Developing a strong working relationship with Procurement by understanding the fundamentals of how they evaluate suppliers and identify actions that sellers can take to improve their position as the preferred supplier.
o Preparing the seller to negotiate price demands by understanding the buyer's mindset about price, anticipate price challenges, and choose wise countermoves that protect both profit and commission.
Over the course of ten chapters, we share the harsh realities, myths, data, best practices, game-changing approaches and guerrilla tactics that will elevate a seller's prospects of winning good business. The book includes many addendums in the form of checklists and worksheets that simplify the content.
Come join our community of sellers. Become a voice for the selling profession.
Tom Williams
Tom Saine
Автор: Saine Abdoulaye S. Название: Culture and Customs of Gambia ISBN: 0313359105 ISBN-13(EAN): 9780313359101 Издательство: Bloomsbury Рейтинг: Цена: 6980.00 р. Наличие на складе: Есть у поставщика Поставка под заказ.
Описание: Ideal for high school and undergraduate students, this addition to the Culture and Customs of Africa series examines the contemporary cultures and traditions of modern Gambia, from religious customs to literature to cuisine and much more.
Автор: Saine Stephen Название: Flagrant Fouls ISBN: 0996272550 ISBN-13(EAN): 9780996272551 Издательство: Неизвестно Рейтинг: Цена: 2068.00 р. Наличие на складе: Есть у поставщика Поставка под заказ.
Описание: Besides the DevOps Master Courseware (ISBN: 978 94 018 313 7) publication you are advised to obtain the publication The DevOps Handbook: How to Create World-Class Agility, Reliability, and Security in Technology Organizations (ISBN: 978 19 427 8800 3).The word DevOps is a contraction of `Development` and `Operations`. DevOps is a set of best practices that emphasize the collaboration and communication of IT-professionals (developers, operators, and support staff) in the lifecycle of applications and services, leading to:¢ Continuous Integration: merging all developed working copies to a shared mainline several times a day¢ Continuous Deployment: release continuously or as often as possible¢ Continuous Feedback: seek feedback from stakeholders during all lifecycle stagesThe DevOps practices covered in this certification are derived from the Three Ways:- The First Way is to enable the work to move fast from left to right, from Development to Operations to the customer.- The Second Way is to enable feedback to go fast from right to left, from all stakeholders back into the value stream.- The Third Way is to enable learning by creating a high-trust culture of experimentation and risk-taking.Moreover, the crucial subjects of security in all stages, and maintaining compliance during change are covered.The certification has been developed in cooperation with experts in the DevOps work field.Recommended per knowledge: Pre-knowledge of Agile, Lean and/or IT Service Management, for instance through the EXIN Agile Scrum Foundation exam, LITA Lean IT Foundation exam or EXIN IT Service Management Foundation based on ISO/IEC 20000 exam, is recommended.
ООО "Логосфера " Тел:+7(495) 980-12-10 www.logobook.ru
