DK Essential Managers: Doing Business, 1st Edition

  • Eric Baron
  • Published By:
  • ISBN-10: 0756685346
  • ISBN-13: 9780756685348
  • DDC: 658
  • Grade Level Range: 4th Grade - 6th Grade
  • 224 Pages | eBook
  • Original Copyright 2011 | Published/Released November 2011
  • This publication's content originally published in print form: 2011

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About

Overview

Together with B&N, DK combines the successful Selling, Negotiating, and Presenting into the latest Essential Managers title - a bind-up of these 3 titles geared to help professionals speak confidently, avoid and resolve conflict, build stronger internal and external business relationships, and create a more effective work environment. Selling:The first section teaches you how to target your audience, understand your customer, and perfect your pitch. Step-by-step instructions, tips, checklists, and "Ask yourself" features show you how to use state-of-the-state skills, present your products and services, and manage resistance. Tables, illustrations, "In focus" panels, and real-life case studies explain how to help customers solve their business problems, add value to relationships, and close more deals. Negotiating: This section teaches you the skills you need to deal with suppliers, resolve internal conflicts, and conduct multiparty discussions. Step-by-step instructions, tips, checklists, and "Ask yourself" features show you how to find a strong starting position, bargain effectively, and close a deal. Tables, illustrations, "In focus" panels, and real-life case studies help you to avoid conflict, build coalitions, and persuade other people. Presenting: Part three of this informative and inspiring package teaches you how to prepare, capture attention, speak confidently, and deliver your message. Step-by-step instructions, tips, checklists, and "Ask yourself" features show you how to structure your presentation, engage with your audience, and make an impact. Tables, illustrations, "In focus" panels, and real-life case studies demonstrate ways to build confidence in your message and inspire trust.

Table of Contents

Front Cover.
Half Title Page.
Title Page.
Copyright Page.
Contents.
1: Selling.
2: Introduction.
3: Building Meaningful Relationships.
4: Understanding the Needs of Customers.
5: Making Your Recommendations.
6: Resolving Objections and Closing the Sale.
7: Negotiating.
8: Introduction.
9: Preparing to Negotiate.
10: Setting Your Style.
11: Conducting Negotiations.
12: Developing Your Technique.
13: Presenting.
14: Introduction.
15: Planning to Present.
16: Preparing and Practicing.
17: Taking Center Stage.
Index.
Author Biographies.
Acknowledgments.