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In our increasingly digitized and fast-paced world, human
relationships are often strained--sales relationships even more so.
Today's buyers are better informed, more sophisticated, and more
transactional. As a result, sales professionals must navigate new
challenges as they seek to develop meaningful relationships with
these sometimes elusive buyers.
In "Human To Human Selling," sales strategist Adrian Davis details
how sales professionals and the people who manage them can increase
sales performance while developing strategic relationships with
their customers. Bringing sales professionals out of the Industrial
Age adversarial model of sales into the "Age of Business
Reformation," "Human To Human Selling" presents a step-by-step
process for building symbiotic relationships with
buyers--connections that are both mutually rewarding and
emotionally fulfilling and lead to the "right-fit" customer. "Human
To Human Selling"
-Provides a fresh perspective on sales and customer relationship
management
-Bridges the gap between sales techniques and corporate strategy,
enabling salespeople to sell higher
-Provides practical techniques for strategic selling
The results will speak for themselves: sales professionals that
are a strategic asset to their buyers as well as their employers.
In our increasingly digitized and fast-paced world, human
relationships are often strained--sales relationships even more so.
Today's buyers are better informed, more sophisticated, and more
transactional. As a result, sales professionals must navigate new
challenges as they seek to develop meaningful relationships with
these sometimes elusive buyers.
In "Human To Human Selling," sales strategist Adrian Davis details
how sales professionals and the people who manage them can increase
sales performance while developing strategic relationships with
their customers. Bringing sales professionals out of the Industrial
Age adversarial model of sales into the "Age of Business
Reformation," "Human To Human Selling" presents a step-by-step
process for building symbiotic relationships with
buyers--connections that are both mutually rewarding and
emotionally fulfilling and lead to the "right-fit" customer. "Human
To Human Selling"
-Provides a fresh perspective on sales and customer relationship
management
-Bridges the gap between sales techniques and corporate strategy,
enabling salespeople to sell higher
-Provides practical techniques for strategic selling
The results will speak for themselves: sales professionals that
are a strategic asset to their buyers as well as their employers.
The 'ShipCraft' series provides in-depth information about building
and modifying model kits of famous warship types. Lavishly
illustrated, each book takes the modeller through a brief history
of the subject, highlighting differences between ships and changes
in their appearance over their careers. This includes paint schemes
and camouflage, featuring colour profiles and highly detailed line
drawings and scale plans. The modelling section reviews the
strengths and weaknesses of available kits, lists commercial
accessory sets for super-detailing of the subjects, and provides
hints on modifying and improving the basic kit. This is followed by
an extensive photographic gallery of selected high-quality models
in a variety of scales, and the book concludes with a section on
research references - books, monographs, large-scale plans and
relevant websites. This is the first of two volumes covering Royal
Navy 6-inch cruisers of the 1930s and later, this one devoted to
three related designs armed with twin mountings. This group
includes some of the most celebrated ships of the Second World War,
like Ajax, Achilles, Penelope and the Australian Sydney. The next
volume will feature the later classes armed with the triple 6-inch
mounting - the 'Towns', 'Colonies' and their derivatives. With its
unparalleled level of visual information - paint schemes, models,
line drawings and photographs - this book is simply the best
reference for any modelmaker setting out to build one of these
famous cruisers.
The man who inspired millions with his television shows and his
bestselling book, "Live Your Dreams", returns with more great
advice on overcoming life's obstacles. Imbued with Brown's optimism
and enthusiasm, this book is an irresistible addition to the
popular self-help market.
Here is Les Brown's personal formula for success and happiness -- positively charged thoughts, guidance, examples, plus an Action Planner to help you focus your thoughts on specific goals...and achieve them all. The answers are all here in this astonishing book -- with one simple, powerful message: We may not always be able to control what is put in our path, but we can always control what we are...and what we will become.
The 'ShipCraft' series provides in-depth information about building
and modifying model kits of famous warship types. Lavishly
illustrated, each book takes the modeller through a brief history
of the subject, highlighting differences between ships and changes
in their appearance over their careers. This includes paint schemes
and camouflage, featuring colour profiles and highly detailed line
drawings and scale plans. The modelling section reviews the
strengths and weaknesses of available kits, lists commercial
accessory sets for super-detailing of the subjects, and provides
hints on modifying and improving the basic kit. This is followed by
an extensive photographic gallery of selected high-quality models
in a variety of scales, and the book concludes with a section on
research references - books, monographs, large-scale plans and
relevant websites. This volume covers the majority of British
wartime escort classes, from the inter-war ASW and minesweeping
sloops that culminated in the superb Black Swan class, to the
wartime designs that were originally known as 'twin-screw
corvettes' but were eventually classed as frigates - the 'River'
class, and their derivatives of the 'Loch/Bay' classes that were
modified for prefabricated construction. Also included are the
American-built destroyer escorts which became RN 'Captains' class
frigates and the earlier ex-US Coast Guard cutters that were listed
as sloops. With its unparalleled level of visual information -
paint schemes, models, line drawings and photographs - this book is
simply the best reference for any modelmaker setting out to build
any of these numerous escort types.
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