True or false? In selling high-value products or services: 'closing' increases your chance of success; it is essential to describe the benefits of your product or service to the customer; objection handling is an important skill; open questions are more effective than closed questions. All false, says this provocative book. Neil Rackham and his team studied more than 35,000 sales calls made by 10,000 sales people in 23 countries over 12 years. Their findings revealed that many of the methods developed for selling low-value goods just don‘t work for major sales. Rackham went on to introduce his SPIN-Selling method. SPIN describes the whole selling process: Situation questions Problem questions Implication questions Need-payoff questions SPIN-Selling provides you with a set of simple and practical techniques which have been tried in many of today‘s leading companies with dramatic improvements to their sales performance.

This work focuses on a specific aspect of the enforcement of maritime claims, namely judicial sales of ships, a procedure creditors typically resort to in the event of an irreversible default situation. A substantial part of the book approaches the topic from a comparative perspective, the goal being to assess the similarities and differences of the judicial sale procedure between three specific jurisdictions: Belgium, the Netherlands, and England & Wales. In this study, the comparison is used to further analyse the impacts of these differences on the effectiveness and reliability of the judicial sale procedure in each jurisdiction and also forms the basis for assessing the feasibility of harmonising judicial sale procedures and fostering their acceptance. Considering the international character typical of judicial sales of ships, conflict-of-law questions are very likely to arise during these procedures. Accordingly, the comparative study, where appropriate, is viewed against a private international law background.

A guide for sales managers, presenting an integrative vision of the complex sales force system.

Learn the powerful techniques of NLP to enhance your influence and gain the competitive edge in any sales pitch. This practical guide to using NLP in sales includes real life examples to illustrate techniques that have amazed sales people with many years experience. It also contains easy to follow exercises and tips to practice in real situations. This book will enable you to use powerful NLP techniques to; increase sales, develop trust & rapport, handle any challenge and close a sale elegantly and effectively. Focusing on the sales person as facilitator, this book will also:- - Reveal the 6 areas of limitation that sales people place on themselves, their prospects and their products and give readers the tools to remove them. - Enable readers to read and utilise a prospect’s buying and decision making patterns. - Provide a set of NLP tools to achieve win/win outcomes for the sales person and their prospects.

The fast-track MBA in sales Imagine having instant access to the world's smartest thinking on sales - and being shown exactly what to do to guarantee that you get your own selling right, every time. Sales Genius makes it easy to apply what researchers know about brilliant selling to the real world. 40 chapters based on hundreds of cutting-edge business and psychology research projects reveal what works and what doesn't work in sales. Each of the 40 chapters is a mini-masterclass in selling, explaining the research and showing you how to apply it for yourself. In Sales, conventional wisdom often says one thing while research says another. Sales Genius cuts through the noise to bring you proven research and techniques for applying it that will simply make you a better salesperson. Quick to read and intensely practical, this book will bring a little sales genius into your day. 'Fascinating insights that explode some of the myths around sales, sales management and sales strategy' Phil Jesson, Academy for Chief Executives 'What a great read... An insightful look at the world of sales' Anthony Stears, The Telephone Assassin 'As a sales specialist I'm impressed by the amount of detailed research which supports the information in each chapter' Andrew Docker, Andrew Docker Associates

Details and Overviews This is a detailed book that covers every screen of the SAP Menu and IMG. Details are preceded by overviews that show the larger picture and linkages between different concepts. Learning Guide This book can be used to learn SAP. You can start learning SAP using this book even if you know nothing about SAP. How to read this book in multiple iterations is explained in the book. Technical Reference If you are in SAP menu or IMG and want to find the relevant material in this book, it is very easy. Both SAP menu and IMG are expanded and hyperlinks are provided against each item. Just click the hyperlink and you are taken to the respective section. A New Approach to SAP Implementation You can use this book to implement SAP in a structured way. This approach is explained in the book. Configuration manual The documentation of SAP implementation includes a configuration manual. This configuration manual may be structured on the lines of this book. User manual The documentation of an SAP implementation includes a user manual. This book should serve as a generic user manual. Company-specific user manual may also be structured on the lines of this book and may include only company-specific guidelines for the users.