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Selasa, 30 Maret 2010

Free Download Mastering Sales: 19 Years at the Intersection of Procter & Gamble and Walmart: 19 Years at the Intersection of Procter & Gamble and Walmart

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Mastering Sales: 19 Years at the Intersection of Procter & Gamble and Walmart: 19 Years at the Intersection of Procter & Gamble and Walmart

Procter and Gamble is one of the top sales companies in the world, and Kevin Canfield is one of their greatest salesmen. Drawing on 37 years in the trenches, Canfield has written Mastering Sales as a practical, hands-on guide, enabling young people to avoid common mistakes, focus on key aspects of selling, and become successful much sooner than they would have without this sage counsel. The book also serves as a refresher for the savvy sales veteran who wants to continue to operate at the highest level, and as a handbook for any company’s plan to motivate, educate and upgrade their sales force to attain superior results. There truly is no other resource like it.

  • Sales Rank: #1733754 in Books
  • Published on: 2012-01-16
  • Number of items: 1
  • Dimensions: 9.00" h x .44" w x 6.00" l,
  • Binding: Paperback
  • 194 pages

About the Author
An Indiana native, Kevin worked for Procter & Gamble for 37 years. He was a Sales Representative, Unit Manager and District Manager before finally moving to Northwest Arkansas to become a Group Marketing Manager on P&G's Walmart Team. He spent his last 19 years managing three different category businesses at Walmart and in 2004 he became one of only four William Procter Sales Masters in North America.

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Review

"The Perfect Close belongs on every single bookshelf of every single seller. It will give you the clarity, confidence and competence to make every sale more natural. This book is one of my all-time favorites about selling. I can't think of any seller in any industry who wouldn't benefit by reading The Perfect Close." - Deb Calvert President of People First Productivity Solutions and author of DISCOVER Questions Get You Connected"In my book, The Only Sales Guide You'll Ever Need, I said that there were no books on closing that I could recommend. At all. I changed my mind. You should read The Perfect Close right now." - Anthony Iannarino Author of The Only Sales Guide You'll Ever Need & The Sales Blog"I have read literally hundreds of sales books and I would put this one in my top ten. The Perfect Close will give you excellent ideas and tools to dramatically increase your sales effectiveness, I very highly recommend you read it." - John Spence, One of the top 100 Business Thought Leaders in America & author of Awesomely Simple: Essential Business Strategies for Turning Ideas Into Action"The Perfect Close approach is hand-down the best practice for advancing and closing sales today. Easy to read. Easy to understand. And easy to implement.  Recommended for all professionals everywhere." - Robert Terson, author of Selling Fearlessly: A Master Salesman's Secrets For The One-Call-Close Salesperson"I've never been a fan of "closing" techniques, but James Muir's powerful new book The Perfect Close had radically changed my perspective. The entire book is clear, concise and incredibly practical, and the powerful, fool-proof closing questions Muir offers in Chapter 12 are worth the price of admission alone! Count me in as a fan of James Muir and this must-read book." - Mike Weinberg Consultant, Speaker and Author of the #1 Amazon Bestsellers New Sales. Simplified. & Sales Management. Simplified."James Muir doesn't just write about sales he knows sales first-hand as a sales leader in the field everyday making it happen. This book allows us to benefit from his knowledge and most important of all it helps us with the piece many people struggle with, closing the sale. If you can't close a sale then everything else you've done up to that point is wasted. Finally a book that gives you the tool to complete the final step and close the sale." - Mark Hunter, international speaker and author of High-Profit Prospecting & High-Profit Selling"James Muir delivers a unique sales book that combines, theory, practical experience and clear path to execution. James' passion for sales and helping others sell better comes through in every chapter. It's easy for the reader to absorb the solid methods presented. Don't let the title fool you, this is not a gimmicky close book, it is about the steps sales professionals must take, right from the start, and along the way to win more customers. James outlines the steps it takes to win no matter what you sell, or how long you have been selling. He introduces the "why", the "what", and the "how" for each step along the journey. This book is fun to read.  You'll find yourself reviewing specific steps, allowing you to perfect your approach, and with every win, increase your return on your investment in this book.  Buy, Read, Enjoy, and Profit." - Tibor Shanto, international speaker, author of Sale & Consequences & co-author of Shift!: Harness The Trigger Events That Turn Prospects Into Customers"I love everything about this book. I cannot recommend this book enough to anyone who wants to close more business. Grab this book, you'll be glad you did."  - Andrea Waltz, Co-Author, Go for No! Yes is the Destination, No is How You Get There "The Perfect Close is a handbook on success--your customers,' your company's, and your own. Follow James' approach and you will have discovered the Perfect Close." - David Brock, President at Partners In EXCELLENCE & author of Sales Manager Survival Guide: Lessons from Sales' Front Lines

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About the Author

James Muir is a professional sales trainer, author, speaker and coach. As a Vice President at NextGen Healthcare he is in the trenches daily with reps educating, coaching and taking on the challenges of the day. James has shattered records as both a field rep and manager. His guidance comes from experience and the school of hard knocks. Three decades of experience has given James a fresh and practical perspective on what works in real life and what doesn t. James has an extensive background in healthcare where he has sold and spoken to the largest names in technology and healthcare including HCA, Tenet, Catholic Healthcare, Banner, Dell, IBM and others. James is the author of he The Perfect Close: The Secret to Closing Sales that shows sales and service professionals a clear and simple approach that increases closed opportunities and accelerates sales to the highest levels while remaining genuinely authentic. James' greatest professional joy comes from working with new and inexperienced professionals. He is on a mission to teach how being genuinely authentic actually creates the highest levels of success and happiness. James is a fitness fan, a musician and an organic chemistry buff. He lives in the mountains of Salt Lake City with his wife, two sons and two dogs. Those interested in learning a method of closing that is zero pressure, involves just two questions and is successful 95% of the time can reach him at PureMuir.com.

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Product details

Paperback: 284 pages

Publisher: Best Practice International; First edition (September 7, 2016)

Language: English

ISBN-10: 0692689109

ISBN-13: 978-0692689103

Product Dimensions:

6 x 0.6 x 9 inches

Shipping Weight: 13.4 ounces (View shipping rates and policies)

Average Customer Review:

4.8 out of 5 stars

159 customer reviews

Amazon Best Sellers Rank:

#74,472 in Books (See Top 100 in Books)

At first glance, I thought not another sales book. I've followed James for years online and always enjoyed his content so I decided to buy the book and give it a read.In the introduction, James gives the option to fast forward to the chapter on implementing the Perfect Close. As someone who has been in sales 20 years, I am very comfortable with the entire sales process - I jumped into the meat of the book. Wow was I surprised.James does a phenomenal job of explaining the buyer's mindset and how a strategic choice of words can lower barriers and improve trust. So simple and I had never tried the technique or considered James' angle. I was so impressed with the simplicity of the method, I turned back to page 1 and quickly devoured the entire book.If you are new to sales or a seasoned veteran, the Perfect Close is a "must read".

 Hi I’m Douglas Burdett, host of The Marketing Book Podcast and I’d like to tell you about the book "The Perfect Close: The Secret To Closing Sales" by James Muir.With a book title like "The Perfect Close", you may be lumping this book in with so many other inane books on closing techniques. I did, when I first heard saw the title. But it’s not. In fact, the author compares closing techniques to fad diets. He even says “I generally hate sales tricks and manipulative techniques.”The truth is, the closing technique at the heart of The Perfect Close is just two questions which are outlined in chapter 12 of the book. But if you don’t read the chapters that precede chapter 12 you won’t appreciate why those two questions work so well. But let’s back up and talk about closing. Closing is anything that puts a customer in a position involving some kind of commitment.In the movie Glengarry Glen Ross, Alec Baldwin’s character screams at his salesmen to “always be closing.” But in "The Perfect Close", James Muir presents research that proves just how ineffective that approach actually is.But on the other hand, studies have found that a majority of salespeople now don’t use any kind of closing techniques.The problem with that is that sales don’t close themselves."The Perfect Close" presents a method to closing that is nearly always successful in gaining commitments from customers throughout the sales process, is zero pressure for the buyer and the seller and involves just two questions.If you’re suspicious of closing techniques that are an insult to the intelligence of the buyer (and seller) and are longing to separate the signal from the noise as it relates to closing techniques that actually work in this new era of the super-informed, buyer-controlled sales process, you’ll want to read "The Perfect Close" and use all the related worksheets and resources that come with the book.And to listen to an interview with James Muir about "The Perfect Close", visit MarketingBookPodcast.com

I was reading this book on my Kindle, curled up in my favorite relaxing reading spot, and literally jumped up and ran to my computer so I could take notes - lots of notes. The bookmarks just weren't good enough! I wanted a way to find all the high points and examples quickly so I could put them to use!I can't remember having ever been this excited about a book! The Perfect Close is brilliant - and I can't wait to put its techniques to use. Considering I read it over the Christmas holidays (Can you believe that?), I couldn't put the darn book down until I had read the last page).Here's the scoop:Muir's "Perfect Close" technique is simple and brilliant, especially since he provides quite a few variations and examples. And that would have been enough for 5+ stars for the book. But he doesn't stop there! He also guides us through the entire sales process to a successful close, in great detail.This includes how to create a solid relationship with the prospective client and bring true value to any sales encounter, complete with approaching any sales encounter with the right mindset and the right kind of preparation! He even shares a powerful pose that will help you signal that you do indeed have the right mindset!Another thing I really liked: Muir is so encouraging towards people who are relatively new to sales (including me) - and provides many examples of how they can succeed - and do so easily. This is something that really differentiates his book from many other books on sales and closing.It's also a book (as some reviewers have noted) that's written primarily for B2B sales people, especially those selling to large companies, but much of the information applies just as much to entrepreneurs selling their products and services to smaller companies and fellow entrepreneurs - and even individuals. I'm going to recommend this book to anyone I know who's in sales.While reading this book, I cringed at the mistakes I have made. But I also got really excited as I realized it showed me exactly how to do MUCH better in the future. It's a total game changer!One tiny drawback... The book is much longer than I had anticipated. If I had seen that it was 300 pages long, I wouldn't have bought the Kindle version (long books can be kind of unwieldy on Kindle, especially if they're kind of technical and there's a LOT of detail I want to have at my fingertips). Needless to say, I didn't know, and I'm so glad I bought it and have the information NOW! I just kept wondering why it took so long to get through it... and I'll probably buy the physical version as well for easier access.

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Minggu, 28 Maret 2010

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  • Sales Rank: #294711 in Books
  • Published on: 2009-01-13
  • Dimensions: 9.00" h x 1.06" w x 6.00" l,
  • Binding: Paperback
  • 468 pages

About the Author
S P Sukhatme is Professor Emeritus, Department of Mechanical Engineering at the Indian Institute of Technology in Mumbai. He has been a faculty member at the Institute since 1965 and has served as the Director from 1995 to 2000. He also served as the Chairman of the Atomic Energy Regulatory Board from 2000 to 2005. Professor Sukhatme is known for his contributions to teaching and research in the fields of heat transfer and energy, and has been the recipient of many honours. He was awarded the Padma Shri by the Government of Indian in 2001. J K Nayak is Professor in the Department of Energy, Sciences and Engineering at the Indian Institute of Technology in Mumbai. He has been a faculty member at the Institute since 1982. Prior to that he received, his PH.D. from IIT Delhi and served as a project staff in the Centre of Energy Studies there. Professor Nayak is known for hi research contributions in thermal applications of solar energy. He is the author of the Handbook on Energy Conscious Buildings dealing with passive solar principles in building design.

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Follow the Rabbit-Proof Fence, by Doris Pilkington

About the Author

Doris Pilkington’s traditional name is Nugi Garimara. She was born in 1937 on Balfour Downs Station in the homeland of her Mardu ancestors. As a toddler she was removed by authorities from her home at the station and committed to Moore River Native Settlement, from which she escaped. She is the author of Home to Mother and Under the Wintamarra Tree.

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Product details

Paperback: 160 pages

Publisher: University of Queensland Press; Reprint edition (October 1, 2013)

Language: English

ISBN-10: 9780702233555

ISBN-13: 978-0702233555

ASIN: 0702233552

Product Dimensions:

5 x 0.4 x 7.8 inches

Shipping Weight: 3.2 ounces (View shipping rates and policies)

Average Customer Review:

4.1 out of 5 stars

162 customer reviews

Amazon Best Sellers Rank:

#70,163 in Books (See Top 100 in Books)

I saw the film some years ago and like it very much, so downloaded this version. I found the book difficult to follow, choppy and loaded with unfamiliar aboriginal language. The last complaint was mitigated by finding, at the end of the volume, a relatively complete glossary. A little upfront notice would have helped. The book is written by a descendant of the original participants, perhaps explaining the obvious gaps in the narrative, but the perspective is that of the participants rather than of a historical rendition. A little more background on the status of the aboriginal people at the relevant time would have been useful, especially to non-Australians like me. All of those gripes having been aired, let me add that there is much to admire in the courage, resourcefulness and bushcraft knowledge of the key participants. I am sure that very few outsiders could have survived such a journey, let alone doing so with apparent matter-of-fact aplomb. This is my first book from a native Australian author. I will be looking for more voices of such a unique experience of life in such an outwardly inhospitable environment.

This is the true story of three young Aboriginal girls who were taken from their families and put in a Native Settlement in Australia. The reason they were taken was because they were "half caste" (their fathers were white), and they were being forced to be "made white". They were 100s of miles away from their families, but they decided to escape. The knew there was a rabbit proof fence that would lead them back home, and if they found that, they would get back to their parents.This book was very poorly written. It was unorganized and confusing and I had a very hard time getting into it. It took half of the 160 pages to even get to the story of the girls, and then it raced through their escape and return home. The book was so jumbled that I was sure it was written by a child. There is no plot development, no character development.....it was just a jumbled mess. The author switched back and forth between using Aboriginal words and English words, but never really takes the time to explain what the Aboriginal words meant. She wrote it as if all readers would know what she was talking about.Just poor. Don't bother.

It's a must read. If we don't inform ourselves about the horrors of the past, we may very well be destined to repeat it. Read it, and pass the information on to the young ones around you.

This is the story of three Aboriginal half caste girls removed from their families in Western Australia by government officials who sent them 1000 miles away to a 'residential school', more like a prison than a boarding school, where they were incarcerated and expected to learn to read and write and speak English before being sent off to be servants. The author, Doris Pilkington (Aboriginal name Nugi Garimara)is the daughter of the eldest girl, Molly and she retells their story in simple, straightforward language.Molly and the two younger girls, sisters Daisy and Gracie run away from the school within days of arriving with only the clothes on their backs and no provisions. They amazingly manage to survive using their native skills in hunting and finding clean water and later strangers who give them food and clothing. Somehow, partly due to the rain and partly to their skills at hiding they manage to evade the police and the trackers sent to find them. Molly is familiar with the rabbit proof fence that runs the length of the state and knows if she can find that then they will just need to follow it home.Although told simply, this incredible story of tenacity and survival is powerful in portraying the devastation of white settlement on Australia's Aboriginal communities, first by depriving them of their land and the ability to feed themselves and then by allowing a paternalistic government to deprive them of their mixed race children.

I first saw the Miramax movie starring Kenneth Branagh, which was based upon this book. I was intrigued enough by the film to read this book. I was not disappointed. This book is certainly a testament to the human spirit. It also reveals the harsh, paternalistic and racist policies that the Australian government imposed upon its Aboriginal population.In 1931, the Australian government issued an edict that mandated that all Aboriginal and part Aboriginal children were to be forcibly removed from their homes and taken to special settlements where they were to be assimilated. There, while living in inhumane and degrading conditions, they would be taught to be culturally white, would be mandated to speak English only, and would be trained to be domestic help or laborers in white households.The author tells the reader the story of three young girls, Mollie, Gracie, and Daisy, who had Aboriginal mothers and White fathers. Ranging in age from nine to fifteen years old, the three girls were forcibly removed from their loving families and taken to a special settlement. The girls rebelled against this system, and, homesick, escaped from such a settlement. They left with iterally just the clothes on their back. Their only guide home would be a rabbit-proof fence that stretched for over a thousand miles across Australia.The girls Aboriginal heritage and survival skills would come in handy throughout their nearly nine week long trek across Australia, as they were forced to subsist on the land and the occasional kindness from strangers. They had to endure thirst, hunger, and danger, while avoiding being caught along the way by professional trackers, police on the lookout for them, and white settlers that were unsympathetic to their situation.This story is a most personal one for the author, as one of the girls, Molly, is the author's mother. Told in a straightforward, factual manner, it is an incredible story that is an indictment of the Australian government's racist policies against its Aboriginal people and its imperialistic self-proclaimed superiority over them.

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Sabtu, 20 Maret 2010

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  • Sales Rank: #4600240 in Books
  • Published on: 1991-11-16
  • Binding: Hardcover

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Street Photography: The Art of Capturing the Candid Moment

About the Author

Gordon Lewis is a dedicated street photographer with over 40 years of experience. He began his writing career answering letters from owners of Olympus cameras, Vivitar flash units, and Kiron lenses. From there he graduated to being a contributing editor to magazines such as Camera 35, Petersen's Photographic, and Camera & Darkroom. Through unforeseen but fortuitous circumstances, he leveraged his irreverent wit into a TV sitcom-writing career, with hit shows such as Amen, Family Matters, and In Living Color to his credit. Now reformed, he earns his living as an e-learning instructional designer for Fortune 500 companies. Gordon lives just outside of Philadelphia-which, not coincidentally, is an excellent location for street photography.

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Product details

Paperback: 144 pages

Publisher: Rocky Nook; 1 edition (May 30, 2015)

Language: English

ISBN-10: 1937538370

ISBN-13: 978-1937538378

Product Dimensions:

8 x 0.4 x 9.9 inches

Shipping Weight: 1 pounds (View shipping rates and policies)

Average Customer Review:

3.7 out of 5 stars

27 customer reviews

Amazon Best Sellers Rank:

#493,090 in Books (See Top 100 in Books)

This is a great introduction to so called street photography. I only wish that it was much longer and had more photographs by Lewis. He also steers clear of giving his opinion in various areas on the assumption that there are always other points of view. Commendable, but I would have appreciated knowing what he thinks in more detail, even at the risk of some controversy.

I'm usually careful about being negative when it comes to books; even if it's not a great volume it probably took the author a lot of work to create. But all the same, there are good options and there are not-so-good options for spending your hard-earned dough. This particular book doesn't quite make the cut.If you're buying this book for technical, or skill-based, learning, you're better off going somewhere else. The content is largely generic and the sort of thing that can be found anywhere on the web. I didn't get a good sense of the author's personal style or ethos. A better bet for technique would be The Street Photographer's Manual, also to be found here on Amazon.Of course, another main reason you would buy such a book is to look at great examples of street photography, and enjoy the author's personal style. Sadly, most of what is contained in this book is very commonplace, with little to recommend it. I'm looking for poignancy, juxtaposition, humor, energy... all of those things which make a street photograph transcend time and location to speak to the larger human experience, but I'm having a hard time finding it in the work the author has chosen to show. It's almost as if the decisive moment was not waited for. I would like to be kinder, but I'm left with a feeling that this book was rushed to press by a publisher who wants to get in on the rising tide of modern street photography and not as a showcase of unique and powerful craft.Also, the book itself is of very low quality. The cover and pages both feel too thin and just cheap.Edit: 6-20-15. After letting this book settle in further, I actually took an additional star off of my review. Often street images bear multiple visits to really soak in their flavor and contents, but I can honestly count on one hand the images in this book that even interest me. On the other hand, dozens of them exhibit what I would call the wrong moment, or lack of patience or vision... "Uninspiring" is the word that really describes the author's work here depicted, just as "uninspired" is the right word to describe his advice. There is just no insight to be had here. I wanted to like this book, but it has left me quite cold.

I expected fantastic photos, but I thought that was all I would get. Instead I got advice that I will be able to return to as I take my second turn through the joys of photography. The narrative comes to me at a glorious time. I enjoyed photography intensely when I was younger, but had been very frustrated by the photos I've taken in the last decade (all low tech digital phone cameras). This book helped me realize that I can enjoy photography again -- I just need to reengage with proper tools. The narrative speaks to his skill as an educator, as it invites the beginner in, without ignoring or disrespecting readers with greater expertise. Can't say enough great things about the book. I have already bought a 2nd as a gift for a friend.

It's just OK...

The book was well writhen.

Gordon Lewis' Street Photography is both a creative inspiration and also a pleasure to read. If I had to summarize it in one word, it would be "witty." By that I mean that Lewis is elegant, illuminating, and often funny, both in his writing and in his photography. Being able to hear his voice come through in his writing and in his photography (and the photography of others that he includes) really helps the reader understand Lewis's creative point of view. He shows us instead of telling us, and it is contagious.This is a book for someone who already knows how to use their camera technically, and who wants to improve their aesthetic/artistic ability in the domain of street photography. Obviously, the ability to "read" street photography competently helps one's creative ability to produce quality street photography. Because Lewis's voice comes through in both prose and images, one learns how to see the world as Lewis does.Let me give a simple example. Early in the book, he shows a photo of rich reds, complex architectural structures, and warm sideways light streaming in to bring it all alive. Only after admiring the photo did I read the caption, where I discovered, to my shock, that the photo was taken in the entryway of a Target department store (!!). When I looked back again at the photo, I realized that it could well have been my own local Target, and I wondered: how many times have I blithely walked past this incredible play of light, color, and structure, not bothering to look, because it was a Target? Throughout, Lewis shows how apparently boring everyday scenes can be turned into very interesting photos--if you just know how to look.I have many photography and art books with titles that have variants on "how to see," "how to read," "seeing like a photographer" and so on. Rarely do I come away from them--whatever else their merits are--feeling like I am more capable of seeing like a photographer or of reading photography; like anything else, such knowledge is slowly and painstakingly acquired. Yet this beautiful little book Street Photography delivers as much of that as one could reasonably hope in a surprisingly compact space.Again, I think what made the book work so well is the unusual connection between words and images. Commonly in photography books, the images are stunning and the words are either so few that they don't do much, or so turgid that you know why the author became a photographer and not a writer! This connection between words and images immerses the reader in Lewis' creative point of view. I'm glad for the few hours I spent in it, and I look forward to revisiting this book next time my creativity seems dried up, to remind myself that I have merely forgotten how to see.

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