Robert J. Weese's Books

Quick Sales Tips–Practical Advice, in Bite Sized Pieces!

By: Susan A. Enns,Robert J. Weese

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Quick Sales Tips–Practical Advice, in Bite Sized Pieces!

By: Susan A. Enns,Robert J. Weese

Quick Sales Tips" is a collection of little ideas to help you realize your sales potential. Simply put, this is practical advice, in bit sized pieces. Whether you are an entrepreneur marketing your own products and services, or a direct sales representative servicing your assigned sales territory, this book will improve your skills so you will sell more. They are in no particular order, just a random collection of over 100 tips to help you achieve your sales potential. When we started the company, B2B Sales Connections, a number of years ago, we realized that one of the best ways to improve people’s sales skills was to distribute a monthly sales newsletter filled with sales tips, techniques, and best practices. The glowing feedback we received from the readers of "AIM HIGHER" was overwhelming and our subscriber quickly grew, as it continues to do so today. One of the most popular sections of the newsletter has always been our monthly quick sales tip, dating all the way back to our first edition. It was when one subscriber wrote us and said, “... if sales folks would follow your "sales tip of the month" every day...their life would change” we decided to put all our best tips in one place and the idea for this book was born. "Quick Sales Tips" is based on over 50 years of successful B2B sales and sales management expertise. It is a collection of our own personal sales techniques, as well as other successful sales professionals we have been lucky enough to work with over the years. They are in no particular order, just a random collection of over 100 tips to help you achieve your sales potential. We hope you find them as influential on the success of your career as our newsletter subscribers have found them to be. When you retire and look back on your career, you will realize it was the small improvements to your skills and techniques you made over the years that made the most difference on your overall success. After all as Alan Weiss once said, Improve by 1 percent a day, and in just seventy days, you're twice as good." Aim higher!

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B2B Sales Connections Inc.

Published Date

ISBN 10

1301489514

ISBN 13

9781301489510

How To Find, Recruit & Manage Independent Sales Agents-Part of the Action Plan For Sales Success Series

A Guide Book for Companies Looking to Expand Into New Markets Without the High Cost of Hiring a Direct Sales Force

By: Robert J. Weese

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How To Find, Recruit & Manage Independent Sales Agents-Part of the Action Plan For Sales Success Series

A Guide Book for Companies Looking to Expand Into New Markets Without the High Cost of Hiring a Direct Sales Force

By: Robert J. Weese

Are you struggling to grow your sales? Trying to decide whether the time is right to hire a direct sales force? Would you like to approach new markets and territories using a proven business model that will reduce your go-to-market costs? If you are looking to expand your sales into new markets or territories it usually means you have to find a dedicated sales person to work direct for your company. This is an expensive and time intensive method of expanding your business. Attempting to recruit and train sales people who are going to be in a territory that is not local can be very difficult to accomplish. Costs of recruiting are high, remote management and training becomes a problem and monitoring the new sales rep's performance can become a full time job. The answer is to find experienced, local sales agents who reside in the territory you want to penetrate. In some industries sales agents represent the bulk of a companies selling strategy. In North America alone there are tens of thousands of sales agents and many are looking for new products to represent. If you are looking for a comprehensive guidebook that can help you find, train and manage independent sales agents (ISA's), also called manufacturers' representatives then this book is for you. How to Find, Recruit & Manage Independent Sales Agents is a proven, turnkey system that will become the foundation of your sales agent program. What You Will Learn: - The power of independent sales agents - Three models for sales agent programs - How to find sales agents in your industry - How to approach and engage sales agents in their language - How to design a sales agent compensation program Each chapter contains coaching exercise to help you create your program so it will attract the attention of sales agents. The book is loaded with scripts, templates and tips that can help you build your own alternate sales channel using sales agents. It All Starts Here! – if you are trying to decide whether to hire more full time direct sales people for your organization of look for new alternatives that will reduce your cost of sale then this book is right for you. "This fast-moving, practical book, based on years of experience, shows you how to leverage and multiply the sales potential of your products and services, selling five and ten times as much as you ever thought possible." - Brian Tracy – Author, Ultimate Sales Success. "Bob has written a comprehensive guide which offers the reader a complete review of how to select, manage and motivate independent reps. He provides proven exercises, forms, and templates to equip interested sales managers with the necessary tools to run their own successful sales agent program. This book is essential reading for anyone interested in the independent sales rep business model." - Allan R. Lambert, CSP Billiken Group, LLC "Manufacturers need to learn more about how the rep business functions before they approach someone. They need to talk to other companies that use rep's or attend one of the MRERF programs. Unfortunately, only a very small percentage of companies know about reps." - Karen Jefferson, CPMR CSP Executive Director, MRERF "As more companies are looking for cost savings you are going to see a move towards more sales outsourcing. The agent business is poised for growth. Agents are going to play a very important role as more international companies are trying to break into the North American market." - Pierre Carriere, President BEXSA Solutions Inc. "More and more large companies are finding their direct sales force is a huge expense. Cost of sales is rising and the ramp up time for a new sales person can take months or more. With agents getting paid on results it really makes sense for companies to consider this sales channel." - Craig Lindsay, CPMR CSP President Pacesetter Sales & Associates

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149

Publisher

B2B Sales Connections Inc.

Published Date

ISBN 10

1310599610

ISBN 13

9781310599613

Super Charge Your Sales Team-A Sales Manager’s Guide to Effective Coaching

By: Robert J. Weese

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Super Charge Your Sales Team-A Sales Manager’s Guide to Effective Coaching

By: Robert J. Weese

Are sales cycles getting longer and prospects failing to buy? Is constant discounting of the price eroding your profit margin? Are your sales people busy but not effective because they are focusing on the wrong activities? Are changes needed but you are not sure what to do? Selling has been compared to sports for years. So much so, that sales people are called the elite athletes of the business world. Why? Both professions are performance based, and their incomes are tied to their ability to consistently over achieve. Just as professional athletes need advice from expert coaches to achieve peak performance, so do sales people. As a sales manager, you are your team’s coach, and the better you are at coaching, the more successful your sales team will be. Will making an investment in your coaching skills really help? Absolutely! Leslie Schumacher of Talent Bits & Bytes reports that salespeople who are coached daily outperform other salespeople by 30%! Also, salespeople receiving ineffective coaching averaged only 83% of goal attainment, where as their performance rose to 102% when they then received effective coaching. “Coaching is a powerful tool that managers have at their disposal to improve the capability of their sales teams and that it should be a priority for developing sales talent”. (Harvard Business Review). Most sales managers would agree that coaching their sales teams is key job function contributing to their success, however few know how to do it properly. In fact, according to studies, only 7% of sales managers were found to be effective at coaching without training. This ebook looks at the key coaching activities necessary to build stronger sales teams and reach revenue goals. It’s written by Robert J. Weese, a professional sales coach with a proven history of helping sales teams reach record revenue growth. Robert, a former competitive fencer, has decades of experience working with high performance athletes, and he knows the parallels between success in sports and success in sales are rooted in the same framework. This book contains the information and the tools needed to improve your coaching skills and have an immediate positive effect on your sales results. Do you want to be a better sales manager? Then you need to be a better coach. This ebook will show you how. - "I love your coaching services Bob. You are a top pro and everything I learn I love knowing it will be practical and make sense going forward." - “I increased my average sale value by 20% and almost doubled my closing success thanks to Bob’s sales coaching - "Bob, I wanted to let you know that the sales training session I had with you this morning was the most valuable one I have ever attended." - “Hey Bob, I really enjoyed your session this week. I like that it’s so customized to exactly what I’m struggling with.” - “Bob has helped our firm tremendously and is my go-to guy for sales.”

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B2B Sales Connections Inc.

Published Date

ISBN 10

0463683587

ISBN 13

9780463683583

Canine and Feline Gastroenterology

By: Robert J. Washabau,Michael J. Day

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Canine and Feline Gastroenterology

By: Robert J. Washabau,Michael J. Day

A comprehensive reference standard for the discipline, Canine and Feline Gastroenterology covers the biology, pathobiology, and diagnosis and treatment of diseases of the gastrointestinal, pancreatic, and hepatobiliary systems. An international team of experts, including 85 authors from 17 different countries, led by Robert Washabau and Michael Day, covers everything from minor problems such as adverse food reactions to debilitating inflammatory, infectious, metabolic, and neoplastic diseases of the digestive system. This authoritative text utilizes an evidence-based approach to reflect the latest science and research, complemented by principles of problem solving, algorithms to improve clinical diagnoses, and extensive full-color illustrations. For generalists and specialists alike, this gastroenterology reference should be part of every serious practitioner's professional library. - A comprehensive, 928-page reference standard covers the discipline of canine and feline gastroenterology. - An international focus is provided by 85 authors from 17 different countries, including renowned experts in veterinary gastroenterology, internal medicine, pathology, clinical pathology, radiology, and infectious disease. - Coverage of the entire breadth and depth of gastroenterology ranges from biology to pathobiology, as well as diagnosis and treatment of diseases of the gastrointestinal, pancreatic, and hepatobiliary systems. - Current information on GI microflora, immunology, cellular growth, and systems integration provides a foundation for treating clinical problems. - Coverage of diseases in dogs and cats includes the oral cavity, esophagus, stomach, small intestine, large intestine, colon, anorectum, liver and biliary tract, exocrine pancreas, peritoneum, and associated vasculature. - A focus on patient management examines the full range of procedures and techniques essential to diagnosis and treatment from clinical signs and diagnosis to nutritional support and pharmacologic management of disease. - Clear explanations of current diagnostic modalities include laboratory tests, molecular methods, diagnostic imaging, endoscopy, and histopathology, also showing how to interpret and utilize results. - A strong clinical approach emphasizes need-to-know information for managing the common and not-so-common G.I. clinical problems of everyday practice. - Full-color photographs and illustrations depict concepts, conditions, and procedures. - An evidence-based medicine perspective reflects the latest research as well as the modern practice of veterinary medicine. - Logical, coherent, and consistent internal organization makes this a reader-friendly edition. - Problem-based algorithms help in diagnosing every G.I. clinical problem from A to Z. - A stand-alone section on the pharmacologic approach to G.I. disease offers quick and easy drug reference.

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1017

Publisher

Elsevier Health Sciences

Published Date

ISBN 10

143770302X

ISBN 13

9781437703023

Science Fiction in Classic Rock

Musical Explorations of Space, Technology and the Imagination, 1967-1982

By: Robert McParland

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Science Fiction in Classic Rock

Musical Explorations of Space, Technology and the Imagination, 1967-1982

By: Robert McParland

As technology advances, society retains its mythical roots--a tendency evident in rock music and its enduring relationship with myth and science fiction. This study explores the mythical and fantastic themes of artists from the late 1960s to the mid-1980s, including David Bowie, Pink Floyd, Jefferson Airplane, Blue Oyster Cult, Iron Maiden, Led Zeppelin and Black Sabbath. Drawing on insights from Joseph Campbell, J.G. Frazer, Carl Jung and Mircea Eliade, the author examines how performers have incorporated mythic archetypes and science fiction imagery into songs that illustrate societal concerns and futuristic fantasies.

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209

Publisher

McFarland

Published Date

ISBN 10

1476664706

ISBN 13

9781476664705

Computational Rheology

By: Robert G Owens,Timothy N Phillips

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Computational Rheology

By: Robert G Owens,Timothy N Phillips

Modern day high-performance computers are making available to 21st-century scientists solutions to rheological flow problems of ever-increasing complexity. Computational rheology is a fast-moving subject — problems which only 10 years ago were intractable, such as 3D transient flows of polymeric liquids, non-isothermal non-Newtonian flows or flows of highly elastic liquids through complex geometries, are now being tackled owing to the availability of parallel computers, adaptive methods and advances in constitutive modelling.Computational Rheology traces the development of numerical methods for non-Newtonian flows from the late 1960's to the present day. It begins with broad coverage of non-Newtonian fluids, including their mathematical modelling and analysis, before specific computational techniques are discussed. The application of these techniques to some important rheological flow problems of academic and industrial interest is then treated in a detailed and up-to-date exposition. Finally, the reader is kept abreast of topics at the cutting edge of research in computational applied mathematics, such as adaptivity and stochastic partial differential equations.All the topics in this book are dealt with from an elementary level and this makes the text suitable for advanced undergraduate and graduate students, as well as experienced researchers from both the academic and industrial communities.

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437

Publisher

World Scientific

Published Date

ISBN 10

1783261951

ISBN 13

9781783261956

Statistics for Biomedical Engineers and Scientists

How to Visualize and Analyze Data

By: Andrew P. King,Robert Eckersley

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Statistics for Biomedical Engineers and Scientists

How to Visualize and Analyze Data

By: Andrew P. King,Robert Eckersley

Statistics for Biomedical Engineers and Scientists: How to Analyze and Visualize Data provides an intuitive understanding of the concepts of basic statistics, with a focus on solving biomedical problems. Readers will learn how to understand the fundamental concepts of descriptive and inferential statistics, analyze data and choose an appropriate hypothesis test to answer a given question, compute numerical statistical measures and perform hypothesis tests 'by hand', and visualize data and perform statistical analysis using MATLAB. Practical activities and exercises are provided, making this an ideal resource for students in biomedical engineering and the biomedical sciences who are in a course on basic statistics. - Presents a practical guide on how to visualize and analyze statistical data - Provides numerous practical examples and exercises to illustrate the power of statistics in biomedical engineering applications - Gives an intuitive understanding of statistical tests - Covers practical skills by showing how to perform operations 'by hand' and by using MATLAB as a computational tool - Includes an online resource with downloadable materials for students and teachers

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Page Count

276

Publisher

Academic Press

Published Date

ISBN 10

0081029403

ISBN 13

9780081029404

Book's by Robert J. Weese

Quick Sales Tips–Practical Advice, in Bite Sized Pieces!

Quick Sales Tips–Practical Advice, in Bite Sized Pieces!

How To Find, Recruit & Manage Independent Sales Agents-Part of the Action Plan For Sales Success Series

How To Find, Recruit & Manage Independent Sales Agents-Part of the Action Plan For Sales Success Series

Super Charge Your Sales Team-A Sales Manager’s Guide to Effective Coaching

Super Charge Your Sales Team-A Sales Manager’s Guide to Effective Coaching

Canine and Feline Gastroenterology

Canine and Feline Gastroenterology

Science Fiction in Classic Rock

Science Fiction in Classic Rock

Computational Rheology

Computational Rheology

Statistics for Biomedical Engineers and Scientists

Statistics for Biomedical Engineers and Scientists

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