eBooks

Consultative Selling Advanced, Sixth Edition: The Hanan Formula for High-Margin Sales at High Levels

Consultative Selling Advanced, Sixth Edition: The Hanan Formula for High-Margin Sales at High Levels
Publisher: American Management Association | 1999-05-01 | ISBN 0814405037 | Pages: 230 | PDF | 2.2 MB
This is the classic sales book that has boosted profits–for salespeople and for their customers–for more than two decades!

In this sixth edition, Mack Hanan continues the theme he has brought to thousands of sales reps: You are no longer a vendor, out to sell a customer a product; you are a consultant, out to help your client’s business grow. New topics include how to:

* make the switch from “vending” to “consultative selling” while under pressure to make quota each quarter * break past the purchasing “gatekeepers” and get to the managers, who can be partnered with value-based propositions * apply Consultative Selling strategies to government sales (where profits are irrelevant and there will always be a lower-price bidder) * involve the value-added resellers who are key players in your go-to-market strategy, so you can present a united front for customers.

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What Self-Made Millionaires Really Think, Know and Do: A Straight-Talking Guide to Business Success and Personal Riches

Richard Dobbins & Barrie Pettman , “What Self-Made Millionaires Really Think, Know and Do: A Straight-Talking Guide to Business Success and Personal Riches “
Capstone - 2006-03-10 | ISBN: 1841126802 | Pages 324 | 1.8 MB | PDF
There are better ways to becoming a millionaire than trudging to your local store to buy a lottery ticket every week. The fact is your chances are 14 million to one. If you entered the lottery once every week, then—sure—you can expect to win. About once in every two hundred and seventy thousand years! But still there are those who believe that if they sit and listen as number after number is called out on the TV, that this will be their week. Their lucky break.

Then there are those that know that they must do more than watch spinning balls to make their lives a success; that in order to do more, to have more, to become master of their own destiny—they must change. They must act. And this book is for them.

Enter Richard Dobbins and Barrie O. Pettman, two self-made millionaires who reveal the secrets of their fantastic business achievements and personal fortunes. What Self-Made Millionaires Really Think, Know and Do does not rely on a mystical system, flimsy hype or unbelievable get-rich-quick schemes. Instead it offers practical and realistic advice for turning your brilliant ideas into a money-making business reality.

What Self-Made Millionaires Really Think, Know and Do guides you from business idea to market acclaim. You will discover the secrets of real business - from thinking creatively and setting clear goals to negotiating skills, leadership and liberating time management. It is illustrated throughout with superb success stories and anecdotes from the authors’ remarkable careers.

Dobbins and Pettman provide a complete toolkit for the ambitious entrepreneur. They provide proven methods for getting what you want in life; success, happiness and your first million. It’s not an easy walk in the park, but if you are serious about dramatically changing your life, it’s all within your grasp. And it’s all in here.

From the Inside Flap:

What Self-Made Millionaires Really Think, Know & Do

There are better ways to becoming a millionaire than trudging to your local store to buy that lottery ticket every week. It’s a well-known fact that your chances of winning are approximately 14 million to one. Despite that, there are still those who believe that the lottery represents their best chance of personal success and financial freedom. Not true.

The people that are successful in life know that they must do more to have more, and become masters of their own destiny. They must change. They must act. This book is for them….

Enter Richard Dobbins and Barrie O. Pettman, two self-made millionaires who reveal the secrets of their business achievements and personal fortunes. What Self-Made Millionaires Really Think, Know & Do does not rely on a mystical system or flimsy hype of unbelievable get-rich-quick schemes. Instead it offers practical, down-to-earth and realistic advice for turning your brilliant ideas into a money-making business reality.

What Self-Made Millionaires Really Think, Know & Do guides you from business idea to market acclaim. You will discover the secrets of real business - from thinking creatively and setting clear goals to negotiating skills, leadership and liberating time management. It is illustrated throughout with superb success stories and anecdotes from the authors’ and others remarkable careers.

Dobbins and Pettman provide a complete toolkit for the ambitious entrepreneur. They provide proven methods for getting what you want in life; success, happiness and making your first million. It’s not an easy walk in the park, but if you are serious about dramatically changing your life, it’s all within your grasp.

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George A. Fontanills, Tom Gentile, Frederic Ruffy, “The Index Trading Course”
Wiley (August 25, 2006) | ISBN: 0471745979 | 448 pages | PDF | 6,6 Mb
Today’s index market offers exciting opportunities to trade and profit from a variety of different instruments, including gold, bonds, the stock market, specific sectors, and industry groups. But if you don’t have a firm understanding of this market, lack a strategic plan, or fail to manage risk effectively, there’s a good chance that success will elude you.

Over the course of their careers, financial experts George Fontanills and Tom Gentile have helped thousands of traders achieve success in a variety of markets. Now, with The Index Trading Course, Fontanills and Gentile show you how to make the most of your time in this market by going beyond the theoretical aspects of index trading and into the real world—where the serious index trader lives, breathes, and makes money.

Written for those who already have a rudimentary knowledge of options trading, The Index Trading Course begins with a brief history of indexes, and then transitions to a discussion of the widely followed indexes in today’s markets. Along the way, Fontanills and Gentile investigate index construction, market trends, and general industry group coverage. Engaging and accessible, this comprehensive guide quickly moves toward trading applications with coverage of index-based products, including exchange traded funds (ETFs), index options, and ETF options. These different securities are paired throughout the remainder of the text with the appropriate trading strategies.

The Index Trading Course also examines many other important index-related topics, such as:
Specific indicators and systems
Tracking and trading volatility
The art of risk management
Trade adjustments

Once you gain a firm understanding of how to trade the index market, this book will then show you how to pull it all together with discussions of how to find the right broker, set up an account, and perform paper trades to test your strategies.

Successful index trading requires a certain amount of skill and knowledge that is not shared by many. It requires a different set of skills when compared to trading futures, stocks, or stock options. Filled with in-depth insight and expert advice, The Index Trading Course will help you understand what indices are, how they are used, and, most importantly, how to make money with them.

To help reinforce the information and concepts presented here, don’t forget to pick up The Index Trading Course Workbook, which contains essential learning tools—such as quizzes and media assignments—that correspond directly to this book.

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Gerald Appel, “Opportunity Investing: How To Profit When Stocks Advance, Stocks Decline, Inflation Runs Rampant, Prices Fall, Oil Prices Hit the Roof, … and Every Time in Between”
FT Press; 1 edition (September 1, 2006) | ISBN: 0131721291 | 384 pages | PDF | 2,5 Mb
While Appel’s previous books offered advice on technical analysis of stocks and price movement charts aimed at aggressive day traders, this one covers tamer versions of those strategies for conservative retail investors. Despite the sensational subtitle, the advice is generally solid, calling for broad diversification with a little excitement from a moderate level of turnover. However, unlike conventional wisdom, which advises buy-and-hold diversification, the book recommends aggressive market timing, moving in and out of various investment types based on market and economic conditions. The strongest aspect of the book is the clear explanations of how these diverse sectors work, and how ordinary investors can put money into them conveniently and at a reasonable cost. But the advice on how to tell when different market sectors are attractive or unattractive for investment is much less clear. There is extensive discussion of how much money one could have made if one had known what was going to happen, but the rules for switching investments in the future are hard to understand and not backed by systematic statistics

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