This newly revised and updated edition of Media Selling addresses the significant changes that have taken place in media industries over the last few years, while continuing as a seminal resource for information on media sales. A classic in this field, this book has long served students and professionals in broadcasting and media industries as an indispensable tool for learning, training, and mastering sales techniques for electronic media Addresses the unprecedented consolidation and sweeping change faced by media industries in recent years, and now features greatly expanded coverage of the Internet, including video streaming and the impact of social network sites Covers a broad span of media industries and issues, including: electronic media, newspapers, magazines, outdoor/billboard promotion, sales ethics, emotional intelligence, and interactive media selling Fully updated to include much greater focus on national and international media sales issues, as well as expanded coverage of network-level selling, product placement, sales promotion use of market data
What's the best way for a salesperson to find out what a potential customer really needs? Ask! It sounds simple enough, but many salespeople get so tangled up in nerves, benefits hawking, and making ""the pitch"" they forget to ask questions - or to ask the right questions. This unique book gives salespeople at all levels precise guidance for asking the right questions. It shows them how to: * formulate questions that generate meaningful dialogue and uncover opportunities * funnel a prospect from an opportunity to a sale * determine a client's true motivation * pace a conversation, gain and keep client interest, and maintain control of the conversation * present solutions * deal with a prospect who won't ""follow the script"""
With its huge jackpots and heartwarming rags-to-riches stories, the lottery has become the hope and dream of millions of Americans--and the fastest-growing source of state revenue. Despite its popularity, however, there remains much controversy over whether this is an appropriate business for state government and, if so, how this business should be conducted.
Sales based on trust are uniquely powerful. Learn from Charles Green, co-author of the bestseller The Trusted Advisor how to deserve and, therefore, earn a buyer’s trust. Buyers prefer to buy from people they trust. However, salespeople are often mistrusted. Trust-Based Selling shows how trust between buyer and seller is created and explains how both sides benefit from it. Heavy with practical examples and suggestions, the book reveals why trust goes hand-in-hand with profit; how trust differentiates you from other sellers; and how to create trust in negotiations, closings, and when answering the six toughest sales questions. Trust-Based Selling is a must for anyone in sales, is especially invaluable for sellers of complex, intangible services.
The Last Word" on the law of trusts and trustees. Originally published: Boston: Little, Brown and Co., 1929. 2 vols. clxxxi, 804; xviii, 805-1729 pages. Star-paged. (Total 1, 934 pp.) Reprint of the seventh and final edition of a classic treatise first published by Jairus Ware Perry [1821-1877] in 1872. "This treatise ... is the last word on this all important subject; the publishers have well selected Mr. Raymond C. Baldes of the Boston Bar to revise and enlarge [it]. For years it has been regarded as an authority upon the subject matter; here was one writer whose statements unsupported by judicial decisions made the law. The original text has been preserved as far as possible. (...) If there are defects in the execution of this work the writer of this review has failed to find them. (...) It may be that in years to come there will be found a later work upon the subject. If so, it will embody all that there is in the present volumes as revised and published; the basic principle will be the same and only as there are new inventions or later decisions, will it be found that the law has changed. [This] is a work which we cannot too highly compliment ... These two volumes should be upon the desk, or in the library of every lawyer who handles trusts of any kind and who has anything to do with trustees." --Lawyer and Banker and Central Law Journal 22 (1929) 258
Completely revised and thoroughly comprehensive, this is the brand new edition of the state's premier real estate licensing manual! Ideal for home study or classroom, for the prospective real estate broker or salesperson, for anyone seeking a solid foundation for building or maintaining a successful career! Book jacket.
Make trades on vertical options spreads with the precision of a laser beam Vertical Options Spreads is a combination of a bona-fide academic research-based study and a complete method to trade credit and debit spreads, along with other complex option combination trades such as iron condors and butterflies. Here, the author has accumulated five years of daily data on the ETF, SPY and provided historical evidence of actual win rates at specific multiples of entry points, both in time and price level. For example, traders will be able to use the weekly options, pick a level of risk and return desired, learn how to place the trade, and then discover the actual percent return that the trade would have yielded. This must-have resource includes the basics of option trading and contains references to many excellent works by other authors that explore more about the intricacies of option mechanics and trading. It is far more than an analysis of one specific asset, SPY, featuring a study of probability theory and how it has applied to trading over the past five years, including the highly volatile 2007 to 2009 time frame and the more "normal" 2010 to 2012 time period. The book offer a thorough understanding of how price movement, actual volatility, and implied volatility all provide a complex but workable web in which the informed trader can generate excellent returns. However, the trader must have the discipline to act within the confines of probability and the "law" of large numbers refusing to place trades based on gut feelings or hunches. Offers high-probability based trading that uses the new weekly options Contains handy interactive worksheets that allow traders to select their own risk/return with precision Includes a website with daily and weekly information on the estimate of the actual standard deviation points on the price spectrum Vertical Options Spreads offers traders a research-based guide for trading Standard & Poors 500 ETF, SPY using historic and estimated probabilities and returns that will give them an edge in the marketplace.
“Hess and Goetz present a roadmap for how to avoid the things that can cause you to stumble and how to build a business the right way.” –JEFF ZEIGLER, CEO, TechTurn.com, Austin, TX “When I started my graphic design business, I knew I had enough talent to impress and keep my clients, but I struggled with the day to day running of the business. So, You Want To Start A Business? is the blueprint I needed to get organized and put all the right things in place.” –KORY BAILEY, Owner, Creative Counterpart Build the Successful Company You’ve Always Wanted to Own! Avoid the 8 disastrous operational mistakes that kill new businesses Walk step-by-step through the entire process of building a winning business Master 55 amazingly simple rules of business success For every entrepreneur and potential entrepreneur...no previous business experience necessary! Launch the winning business you’ve always wanted...or make more money in the business you’ve already started! More than 5,000,000 new businesses are started each year...but 70% of them will fail. Now, two renowned experts on entrepreneurship identify the 8 “killer mistakes” that cause most business failures–and give you the knowledge, tools, and hands-on advice to avoid them, so you can build a business that thrives. Unlike other books on entrepreneurship, this book focuses on the crucial operational issues associated with consistent profitability. You’ll learn how to identify the right opportunities and customers; design winning products and services; set the right prices; overcome customer inertia; avoid common day-to-day management mistakes; find and keep good employees; and finally, smoothly manage growth. Throughout, the authors draw on real life entrepreneurial experiences, case studies, and leading-edge research. There’s nothing theoretical here: This is fast-paced, 100% practical advice you can use to make your business dreams and goals come true–starting right now. What really makes a successful entrepreneur? What they do, how they act...and how to find your best path to business success Get the 3 “Ws” right from the start What will you sell, who will buy it–and why will they buy it? 55 simple, indispensable rules for success What you must know about customers, competitors, and your employees The art and science of managing people, operations, and growth Create processes, set priorities, maximize quality, measure people–and improve every day
This book takes the reader on an insider's tour of the psychology of stock market investing. In more than 3,000 hours of interviews and observations, Smith granted some of the most famous insiders on Wall Street the protection of anonymity to procure their deepest and most frank views on the operation of the market. Their words are heard here in vivid and often surprising detail. What emerges is a startling portrait of how the prejudices of six different types of players -- fundamentalists, insiders, cyclists, traders, efficient market believers, and transformational idea adherents -- influence the ups and downs of the market. Smith explains how new trends, such as computer trading and mutual and retirement fund investing, interact with these psychologies -- drawing a remarkable picture of how market behavior is inherently more human than technical.
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