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Sales isn't about pushing products or being efficient; it's about
building the right systems to manage and empower your salespeople.
If you read nothing else on sales, read these 10 articles. We've
combed through hundreds of Harvard Business Review; articles and
selected the most important ones to help you understand how to
create the conditions for sales success. This book will inspire you
to: Understand your customer's buying center Integrate your sales
and marketing operations Assess your business cycle and its impact
on your sales force Transition away from solution sales Leverage
the power of micromarkets Introduce tiebreaker selling and
consensus selling Motivate your sales force properly This
collection of articles includes: "Major Sales: Who Really Does the
Buying," by Thomas V. Bonoma; "Ending the War Between Sales and
Marketing," by Philip Kotler, Neil Rackham, and Suj Krishnaswamy;
"Match Your Sales Force Structure to Your Business Life Cycle," by
Andris A. Zoltners, Prabhakant Sinha, and Sally E. Lorimer; "The
End of Solution Sales," by Brent Adamson, Matthew Dixon, and
Nicholas Toman; "Selling into Micromarkets," by Manish Goyal,
Maryanne Q. Hancock, and Homayoun Hatami; "Dismantling the Sales
Machine," by Brent Adamson, Matthew Dixon, and Nicholas Toman;
"Tiebreaker Selling," by James C. Anderson, James A. Narus, and
Marc Wouters; "Making the Consensus Sale," by Karl Schmidt, Brent
Adamson, and Anna Bird; "The Right Way to Use Compensation," by
Mark Roberge; "How to Really Motivate Salespeople," by Doug J.
Chung; and "Getting Beyond 'Show Me the Money,'" an interview with
Andris Zoltners by Daniel McGinn.
Sales isn't about pushing products or being efficient; it's about
building the right systems to manage and empower your salespeople.
If you read nothing else on sales, read these 10 articles. We've
combed through hundreds of Harvard Business Review; articles and
selected the most important ones to help you understand how to
create the conditions for sales success. This book will inspire you
to: Understand your customer's buying center Integrate your sales
and marketing operations Assess your business cycle and its impact
on your sales force Transition away from solution sales Leverage
the power of micromarkets Introduce tiebreaker selling and
consensus selling Motivate your sales force properly This
collection of articles includes: "Major Sales: Who Really Does the
Buying," by Thomas V. Bonoma; "Ending the War Between Sales and
Marketing," by Philip Kotler, Neil Rackham, and Suj Krishnaswamy;
"Match Your Sales Force Structure to Your Business Life Cycle," by
Andris A. Zoltners, Prabhakant Sinha, and Sally E. Lorimer; "The
End of Solution Sales," by Brent Adamson, Matthew Dixon, and
Nicholas Toman; "Selling into Micromarkets," by Manish Goyal,
Maryanne Q. Hancock, and Homayoun Hatami; "Dismantling the Sales
Machine," by Brent Adamson, Matthew Dixon, and Nicholas Toman;
"Tiebreaker Selling," by James C. Anderson, James A. Narus, and
Marc Wouters; "Making the Consensus Sale," by Karl Schmidt, Brent
Adamson, and Anna Bird; "The Right Way to Use Compensation," by
Mark Roberge; "How to Really Motivate Salespeople," by Doug J.
Chung; and "Getting Beyond 'Show Me the Money,'" an interview with
Andris Zoltners by Daniel McGinn.
The persisting bacterial presence, together with a lack of
thoroughly hermetic seal between the prepared tooth walls and the
final finished fixed prosthesis walls allow bacterial leakage and
thus may be involved in the development of recurrent caries.several
species of bacteria may be isolated from plaque associated with
carious lesions and pulpal inflammation. Streptococcus mutants is
one of the bacteria most frequently implicated in dental
caries.Antibacterial activity, during and after setting, assumes
clinical relevance because this property may help in the
elimination or reduction of bacteria that have remained viable in
the cavity wallsor bacteria that may gain access to the cavity
through micro leakage channels. This book provides access and
compares the incessant antibacterial activity of Glass Ionomer
Cement(Ketac-Cem), Zinc Phosphate Cement(Harvard) and
Polycarboxylate(Poly-F) in 2 powder: liquid ratios(wt/wt) by
undertaking Direct-Contact Test and Agar Diffusion Test
The facial deformity caused by mandibular prognathism has long been
of great interest to the orthodontist. The deformity of the lower
jaw is readily expressed as a profile disfigurement, since the soft
tissues of the face depend on the lower jaw for much of their
contour. The dental literature is replete with various surgical
techniques for the correction of mandibular prognathism. The
consequences of surgery on facial appearance are of great
importance, Therefore an accurate prediction of the post-operative
facial profile comprises an essential and integral part of the
diagnostic and treatment planning procedures of the combined
surgical & orthodontic therapy. This book therefore aims to
describe the inter- relationships of the soft tissue and
dentoskeletal profiles after total mandibular setback osteotomies
and to detect whether there were any cephalometric variables that
could contribute to an accurate prediction of the surgical effect
on the soft tissue profile. BSSO, mandibular set back was done.
Results showed that the facial concavity, to the relationship of
the hard and soft tissue chin to the upper face, was decreased,
facial esthetics was improved.
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