Tad Tuleja

Robert Bruce Miller

Stephen E. Heiman

Designed to provide salespeople with a clearly defined approach to the account planning process, which will benefit their effective management of key customers. The ideas put forward in the text are based on the authors' sales training programme LAMP (Large Account Management Programme). The reader is taught how to implement an action plan for the management of a key account, how to manage limited resources, how to build long-term relationships with clients and how to identify the right contacts and activate proper channels of communication.

Successful Large Account Management

Gary A. Williams

Alden M. Hayashi

'...taps into not only the rational aspects of the buying decision, but also the emotional drivers, which are recognised as being crucial to a full understanding of buyer behaviour' - Clive Chafer, Director master-0mcneil Inc. To succeed in today's business world of tough decision-makers, how you say something can actually be more important than what you say. Even the best ideas face resistance and rejection. Why? All too often people make the mistake of focussing solely on the content of their proposal and giving little thought to the way they will deliver it. In a two-year survey, customer research experts Miller and Williams studied 1,700 executives, discovered that good ideas are not enough; to make any sort of impact they must be delivered effectively. Whether it be a proposal or a business plan, the 5 paths to persuasion unlocks the secrets of persuasion necessary to successfully present a plan. They reveal the five different types of decision maker: charismatics; thinkers; sceptics; followers; and controllers and shows how to best sell ideas to each.

The Art of Selling Your Message

The 5 Paths to Persuasion

Arthur W. Snoke

"Exposed crustal cross sections provide a unique direct view of continental crust, and are a major source of insights into variations in lithologic and geochemical composition, structural style, metamorphism, plutonism, and rheology with progressive depth through the crust. This volume provides a synthesis of crustal cross sections with a special emphasis on Phanerozoic sections from the western North American Cordillera, supplemented by articles on lower- and mid-crustal sections through Proterozoic crust in North America and Australia, and the classic crustal section of Fiordland, New Zealand. Many of the papers describe multidisciplinary research on crustal sections and include data from various combinations of structural analysis, geochemistry, geothermobarometry, geochronology, geophysics, and other disciplines. The volume also discusses common problems for the interpretation of crustal cross sections, including how sections that expose deep-crustal rocks are eventually exhumed, and leading to the conclusion that there is no simple 'standard model' for continental crust. This volume will be useful to those interested in structural geology, tectonics, geodynamics, regional geology, petrology, geochemistry/isotope geology, and geophysics."--pub. desc.

Implications for Tectonic and Petrologic Processes

Crustal Cross Sections from the Western North American Cordillera and Elsewhere

The Unique Sales System Proven Successful by America's Best Companies

Strategic Selling

Written by the authors of Strategic Selling, this is the revolutionary system for face-to-face selling that's used by America's best companies.

Robert Bruce Miller

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