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Swim with the Sharks Without Being Eaten, Harvey Mackay
en
Harvey Mackay

Swim with the Sharks Without Being Eaten

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  • Mark Ongciteerde uit7 jaar geleden
    For anyone who feels that this kind of reconnaissance smacks of Big Brotherism, remember the truth about buyers: They come prewired to regard your proposition with suspicion and cynicism. That’s their job.
  • Mark Ongciteerde uit7 jaar geleden
    Armed with the right knowledge, we can outsell, outmanage, outmotivate, and outnegotiate our competitors. Am I over-promising?
  • Mark Ongciteerde uit7 jaar geleden
    If selling were just a matter of determining who’s got the low bid, then the world wouldn’t need salespeople.
  • Mark Ongciteerde uit7 jaar geleden
    “Anyone who doesn’t get along with people doesn’t belong in this business, because that’s all we’ve got around here.”
  • Mark Ongciteerde uit7 jaar geleden
    Knowing your customer means knowing what your customer really wants. Maybe it is your product, but maybe there’s something else, too: recognition, respect, reliability, concern, service, a feeling of self-importance, friendship, help—things all of us care more about as human beings than we care about malls or envelopes.
  • Mark Ongciteerde uit7 jaar geleden
    None of this groundwork was laid. Unfortunately (for the Brothers Ghermezian), once the governor discovered he had no crew, it was time to abandon ship.
  • Mark Ongciteerde uit7 jaar geleden
    What the Ghermezians should have done was first build a support structure of “influencers” around that governor—the press, the unions, popular opinion, his own party, and so on—before pitching the main man.
  • Mark Ongciteerde uit7 jaar geleden
    Take politicians, for example. A politician will support your proposition only as long as it is politically popular or uncommonly rewarding.
  • Mark Ongciteerde uit7 jaar geleden
    They forgot to ask two additional questions: Who are my real customers? What is it they really want?
  • Mark Ongciteerde uit7 jaar geleden
    GM understood the necessity of creating a climate where the customers became their own salesmen, and GM became a kind of referee deciding who would be awarded the sale.
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