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What They Don't Teach You at Harvard Business School

What They Don't Teach You at Harvard Business School
Author: Mark H. McCormack
Publisher: Bantam
Total Pages: 274
Release: 2016-02-17
Genre: Business & Economics
ISBN: 1101969024
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This business classic features straight-talking advice you’ll never hear in school. Featuring a new foreword by Ariel Emanuel and Patrick Whitesell Mark H. McCormack, one of the most successful entrepreneurs in American business, is widely credited as the founder of the modern-day sports marketing industry. On a handshake with Arnold Palmer and less than a thousand dollars, he started International Management Group and, over a four-decade period, built the company into a multimillion-dollar enterprise with offices in more than forty countries. To this day, McCormack’s business classic remains a must-read for executives and managers at every level. Relating his proven method of “applied people sense” in key chapters on sales, negotiation, reading others and yourself, and executive time management, McCormack presents powerful real-world guidance on • the secret life of a deal • management philosophies that don’t work (and one that does) • the key to running a meeting—and how to attend one • the positive use of negative reinforcement • proven ways to observe aggressively and take the edge • and much more Praise for What They Don’t Teach You at Harvard Business School “Incisive, intelligent, and witty, What They Don’t Teach You at Harvard Business School is a sure winner—like the author himself. Reading it has taught me a lot.”—Rupert Murdoch, executive chairman, News Corp, chairman and CEO, 21st Century Fox “Clear, concise, and informative . . . Like a good mentor, this book will be a valuable aid throughout your business career.”—Herbert J. Siegel, chairman, Chris-Craft Industries, Inc. “Mark McCormack describes the approach I have personally seen him adopt, which has not only contributed to the growth of his business, but mine as well.”—Arnold Palmer “There have been what we love to call dynasties in every sport. IMG has been different. What this one brilliant man, Mark McCormack, created is the only dynasty ever over all sport.”—Frank Deford, senior contributing writer, Sports Illustrated

What They Don't Teach You in Business School

What They Don't Teach You in Business School
Author: Michele L. Fleury
Publisher: Createspace Independent Publishing Platform
Total Pages: 158
Release: 2017-07-15
Genre:
ISBN: 9781548706883
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GET THE KINDLE VERSION FOR ONLY 99 CENTS WHEN YOU BUY THE PAPERBACK! Want to win more customers? Want to know what to say to clients and how to say it? Want your clients to love your company and willingly refer you to others? This book will illustrate simple communication, sales, and customer service techniques that you can immediately implement in your business and in your relationships with your clients. In this book, you will learn "tried and true" tactics, not "pie in the sky" ideas that are so broad they leave you wondering what to do next. So you've already started a business, you're incredibly talented with a creative skill, people keep telling you that your work is wonderful or that your business idea is great-but you can't seem to get good customers and keep them. Maybe you get the client the first time, but they never come back to your business again, and no one is referring other people to you. Perhaps you've started a small company, but you have no business experience or training, and you have no idea how to sell, service, or communicate with customers. The tips in this book represent a lifetime of helpful hints and specific tactics used in the author's corporate sales career (and in her own small business) -- for over 25 years -- to communicate, sell, service, and satisfy clients of all kinds. Here are just a few things you'll learn in the book: Basic & Effective Communication Techniques How to Properly Set Client Expectations (and still achieve client satisfaction!) Questioning & Listening Techniques Tips to Resolve Customer Issues How to Handle the First Client Meeting in 10 Easy Steps How to Put Together a Contract How to Ask for and Get Positive Reviews from Clients Follow the advice in this book and you'll immediately make a positive change in your business by communicating more effectively, providing better service, and improving client relationships. What's stopping you from learning how to talk to your clients, how to present and sell to them, and how to give them first-rate service? These are the keys to success for any small business. So what are you waiting for? Hit the "buy now" button!

101 Things I Learned ® in Business School

101 Things I Learned ® in Business School
Author: Michael W. Preis
Publisher: Grand Central Publishing
Total Pages: 301
Release: 2010-05-20
Genre: Business & Economics
ISBN: 0446569569
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101 THINGS I LEARNED® IN BUSINESS SCHOOL will cover a wide range of lessons that are basic enough for the novice business student as well as inspiring to the experienced practitioner. The unique packaging of this book will attract people of all ages who have always wondered whether business school would be a smart career choice for them. Judging by the growing number of people taking the GMATs (the entrance exam for business school) each year, clearly more people than ever are thinking about heading in this direction. Subjects include accounting, finance, marketing, management, leadership, human relations, and much more - in short, everything one would expect to encounter in business school. Illustrated in the same fun, gift book format as 101 THINGS I LEARNED® IN ARCHITECTURE SCHOOL, this will be the perfect gift for a recent college or high school grad, or even for someone already well-versed in the business world.

What They Don't Teach You in Sales School

What They Don't Teach You in Sales School
Author: Tony Rea
Publisher:
Total Pages: 261
Release: 2013-07
Genre: Business & Economics
ISBN: 1475993757
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If you're a salesperson struggling to close sales when you think you've done everything right, you could very well be taking missteps without knowing it. In order to help you avoid those mistakes, Tony Rea, a veteran salesperson, explains the basics of selling in this guidebook that can help you exceed expectations. Rea offers guidance on: - Sales fundamentals - Effectively managing the sales environment - Honing your perceptive skills - Communicating to infl uence - The mechanics of selling to close While selling might seem straightforward, it's really a complicated mix of politics, techniques, and psychology all mixed together. Figuring out how each one of those things works requires learning the craft and keeping at it. This guide can be your go-to reference for advice on fi nding creative ideas, responding to objections, and making a great fi rst impression. The techniques you learn won't just help you close more sales; they can serve to improve other areas of your life as well. Whether you're a newbie salesperson or high-level closer, you can start selling more by learning What They Don't Teach You in Sales School.

You Can’t Teach a Kid to Ride a Bike at a Seminar, 2nd Edition: Sandler Training’s 7-Step System for Successful Selling

You Can’t Teach a Kid to Ride a Bike at a Seminar, 2nd Edition: Sandler Training’s 7-Step System for Successful Selling
Author: David Sandler
Publisher: McGraw Hill Professional
Total Pages: 256
Release: 2015-03-20
Genre: Business & Economics
ISBN: 0071847839
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The bestselling sales classic! Revised and expanded to help you supercharge personal and team performance in today's ultra-competitive sales environment "People make buying decisions emotionally and justify them logically." That shrewd, timeless insight from the first edition of this bestselling book has become a “no-brainer” among sales professionals. Now You Can't Teach a Kid to Ride a Bike at a Seminar comes with new insights, information, and tools every sales leader can use. It combines Sandler's classic, battle-tested advice on driving personal and organizational success by breaking the rules of conventional selling with up-to-date best practices from experienced trainers of Sandler, now run by David Mattson.

101 Things I Learned in Architecture School

101 Things I Learned in Architecture School
Author: Matthew Frederick
Publisher: MIT Press
Total Pages: 213
Release: 2007-08-31
Genre: Architecture
ISBN: 0262294338
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Concise lessons in design, drawing, the creative process, and presentation, from the basics of “How to Draw a Line” to the complexities of color theory. This is a book that students of architecture will want to keep in the studio and in their backpacks. It is also a book they may want to keep out of view of their professors, for it expresses in clear and simple language things that tend to be murky and abstruse in the classroom. These 101 concise lessons in design, drawing, the creative process, and presentation—from the basics of "How to Draw a Line" to the complexities of color theory—provide a much-needed primer in architectural literacy, making concrete what too often is left nebulous or open-ended in the architecture curriculum. Each lesson utilizes a two-page format, with a brief explanation and an illustration that can range from diagrammatic to whimsical. The lesson on "How to Draw a Line" is illustrated by examples of good and bad lines; a lesson on the dangers of awkward floor level changes shows the television actor Dick Van Dyke in the midst of a pratfall; a discussion of the proportional differences between traditional and modern buildings features a drawing of a building split neatly in half between the two. Written by an architect and instructor who remembers well the fog of his own student days, 101 Things I Learned in Architecture School provides valuable guideposts for navigating the design studio and other classes in the architecture curriculum. Architecture graduates—from young designers to experienced practitioners—will turn to the book as well, for inspiration and a guide back to basics when solving a complex design problem.

A Mind for Sales

A Mind for Sales
Author: Mark Hunter, CSP
Publisher: HarperCollins Leadership
Total Pages: 240
Release: 2020-03-31
Genre: Business & Economics
ISBN: 1400215765
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For salespeople feeling stressed and disappointed that their customers don’t want to hear from them, this guide is the key to developing the mindset and habits required to reach a new level of sales success. The world of sales can be tough, so it’s easy to get discouraged when the rejections start piling up and your customers stop answering the phone. This allows the wrong thought patterns to start developing, soon you aren’t making quotas and then you begin looking at job listings waiting for your next downfall. Sales expert Mark Hunter can relate as his start to sales was discouraging. The lessons he’s learned throughout his career are revealed in A Mind for Sales. He discovered that sales can be incredibly rewarding, such as customers calling you for advice, thanking you for improving their business, and referring you to colleagues. The difference is simply developing mindset and momentum habits. In A Mind for Sales, you’ll learn how to: Feel energized by renewed purpose and success in your sales role by following the success cycle approach. Receive practical strategies on how to change your mindset and succeed in sales. Learn the daily habits needed to maximize productivity and make hitting the ground running strategy #1. Gain real-world insights from Hunter’s vast experience as a successful sales professional and sales coach. Let this book inspire and prepare you to form the new habits you need to succeed and to realize the incredible rewards that a successful life in sales makes possible.

Why Didn't They Teach Me this in School?

Why Didn't They Teach Me this in School?
Author: Cary Siegel
Publisher: Createspace Independent Pub
Total Pages: 188
Release: 2013
Genre: Business & Economics
ISBN: 9781481027564
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Why do high schools and colleges require students to take courses in English, math and science, yet have absolutely no requirements for students to learn about personal money management?Why Didn't They Teach Me This in School? 99 Personal Money Management Lessons to Live By was initially developed by the author to pass on to his five children as they entered adulthood. As it developed, the author realized that personal money management skills were rarely taught in high schools, colleges and even in MBA programs. Unfortunately, books on the subject tend to be complicated, lengthy reads. The book includes eight important lessons focusing on 99 principles that will quickly and memorably enhance any individual's money management acumen. Unlike many of the personal money management books out there, this book is a quick, easily digested read that focuses more on the qualitative side than the quantitative side of personal money management. The principles are not from a text book. Rather, they are practical principles learned by the author as he navigated through his financial life. Many are unorthodox in order to be memorable and provoke deeper thought by the reader.

Selling is an Away Game

Selling is an Away Game
Author: Lance Tyson
Publisher: Morgan James Publishing
Total Pages: 149
Release: 2024-04-16
Genre: Business & Economics
ISBN: 1636984436
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Selling Is an Away Game is a comprehensive guide designed to challenge traditional sales methods and transform how salespeople approach sales in today’s dog-eat-dog world. There are few professions as competitive and cutthroat as sales. Faced with daily rejections and the pressure of impending quotas, successful salespeople are those who have the proper strength, grit, and knowledgeable strategies to rise above the competition. Lance Tyson’s Selling Is an Away Game will immerse sales professionals in the mindset of the buyer and foster new strategies and tactics to help them become stronger and more effective salespeople. With over twenty years of sales experience, Lance knows what it takes to succeed in the industry and has compiled his knowledge into this definitive handbook to help companies and individuals increase sales production, shorten sales cycle time, reduce cost of sale, and develop talent.

Like a Virgin

Like a Virgin
Author: Richard Branson
Publisher: Penguin
Total Pages: 354
Release: 2012-09-25
Genre: Business & Economics
ISBN: 1591845688
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It’s business school, the Branson way. Whether you’re interested in starting your own business, improving your leadership skills, or simply looking for inspiration from one of the greatest entrepreneurs of our time, Richard Branson has the answers. Like a Virgin brings together some of his best advice, distilling the experiences and insights that have made him one of the world’s most recognized and respected business leaders. In his trademark thoughtful and encouraging voice, Branson shares his knowledge like a close friend. He’ll teach you how to be more innovative, how to lead by listening, how to enjoy your work, and much more. In hindsight, Branson is thankful he never went to business school. Had he conformed to the conventional dos and don’ts of starting a business, would there have been a Virgin Records? A Virgin Atlantic? So many of Branson’s achievements are due to his unyielding deter­mination to break the rules and rewrite them himself. Here’s how he does it.