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From Capture to Sale illuminates the experience of African slaves transported to Spanish America by the Portuguese in the early seventeenth century. It draws on exceptionally rich accounts of one of the most prominent slave traders, Manuel Bautista Pérez. These papers cover the whole journey of the slaves from Africa, through Colombia and Panama to their final sale in Peru. The prime focus of the study is on the diet, health and medical care of the slaves. It will not only be of interest to scholars of the slave trade, but also to those interested in the impact of the Columbian Exchange on diets, medicine and medical practice in the early modern period. The book is well illustrated and contains over thirty tables and seven appendices. From Capture to Sale has been selected by Choice as Outstanding Academic Title (2007).
Book Synopsis From Capture to Sale by : Linda Newson
Download or read book From Capture to Sale written by Linda Newson and published by BRILL. This book was released on 2007-04-30 with total page 387 pages. Available in PDF, EPUB and Kindle. Book excerpt: From Capture to Sale illuminates the experience of African slaves transported to Spanish America by the Portuguese in the early seventeenth century. It draws on exceptionally rich accounts of one of the most prominent slave traders, Manuel Bautista Pérez. These papers cover the whole journey of the slaves from Africa, through Colombia and Panama to their final sale in Peru. The prime focus of the study is on the diet, health and medical care of the slaves. It will not only be of interest to scholars of the slave trade, but also to those interested in the impact of the Columbian Exchange on diets, medicine and medical practice in the early modern period. The book is well illustrated and contains over thirty tables and seven appendices. From Capture to Sale has been selected by Choice as Outstanding Academic Title (2007).
Book Synopsis From Capture to Sale by : Linda A. Newson
Download or read book From Capture to Sale written by Linda A. Newson and published by . This book was released on 2007 with total page 0 pages. Available in PDF, EPUB and Kindle. Book excerpt:
Despite the high-tech tools available to salespeople today, the most personal method still works best. Through storytelling, a salesperson can explain products or services in ways that resonate, connect people to the mission, and help determine what decisions are made. A well-crafted story can pack the emotional punch to turn routine presentations into productive relationships. In Sell with a Story, organizational storytelling expert and author Paul Smith focuses his popular and proven formula to the sales arena. Smith identifies the ingredients of the most effective sales stories and reveals how to: Select the right story Craft a compelling and memorable narrative Incorporate challenge, conflict, and resolution• And more Learning from model stories, skill-building exercises, and enlightening examples from Microsoft, Costco, Xerox, Abercrombie & Fitch, Hewlett-Packard, and other top companies, you will soon be able to turn their personal experiences into stories that introduce yourself, build rapport, address objections, add value to the product, bring data to life, create a sense of urgency…and most importantly, sell! If you want to become a better communicator and transform your sales results, Sell with a Story is for you.
Book Synopsis Sell with a Story by : Paul Smith
Download or read book Sell with a Story written by Paul Smith and published by AMACOM. This book was released on 2016-09-08 with total page 298 pages. Available in PDF, EPUB and Kindle. Book excerpt: Despite the high-tech tools available to salespeople today, the most personal method still works best. Through storytelling, a salesperson can explain products or services in ways that resonate, connect people to the mission, and help determine what decisions are made. A well-crafted story can pack the emotional punch to turn routine presentations into productive relationships. In Sell with a Story, organizational storytelling expert and author Paul Smith focuses his popular and proven formula to the sales arena. Smith identifies the ingredients of the most effective sales stories and reveals how to: Select the right story Craft a compelling and memorable narrative Incorporate challenge, conflict, and resolution• And more Learning from model stories, skill-building exercises, and enlightening examples from Microsoft, Costco, Xerox, Abercrombie & Fitch, Hewlett-Packard, and other top companies, you will soon be able to turn their personal experiences into stories that introduce yourself, build rapport, address objections, add value to the product, bring data to life, create a sense of urgency…and most importantly, sell! If you want to become a better communicator and transform your sales results, Sell with a Story is for you.
Visual Selling provides salespeople with tools to sell in an increasingly image-oriented culture. More so than ever before, the way a salesperson looks and acts, the images on a screen or in handouts, and even room environments can impact people’s trust, satisfaction and willingness to buy. The authors believe that, to sell most effectively, the seller must be the visual focal point. This book draws on 25 years of experience coaching individuals and organizations in the art of visual selling, sharing stories and techniques used in big-dollar competitive presentations and pitches to senior management. Divided into three sections (the Seller as Focal Point, Getting Ready to Sell and Selling Situations), Visual Selling will appeal to a wide variety of business readers because it can be used to help salespeople sell one-on-one, as well as to assist corporate presenters at selling new programs or products in-house. Section I – The Seller as Focal Point Section II – Getting Ready to Sell Section III – Selling Situations
Book Synopsis Visual Selling by : Paul LeRoux
Download or read book Visual Selling written by Paul LeRoux and published by John Wiley & Sons. This book was released on 2007-07-27 with total page 268 pages. Available in PDF, EPUB and Kindle. Book excerpt: Visual Selling provides salespeople with tools to sell in an increasingly image-oriented culture. More so than ever before, the way a salesperson looks and acts, the images on a screen or in handouts, and even room environments can impact people’s trust, satisfaction and willingness to buy. The authors believe that, to sell most effectively, the seller must be the visual focal point. This book draws on 25 years of experience coaching individuals and organizations in the art of visual selling, sharing stories and techniques used in big-dollar competitive presentations and pitches to senior management. Divided into three sections (the Seller as Focal Point, Getting Ready to Sell and Selling Situations), Visual Selling will appeal to a wide variety of business readers because it can be used to help salespeople sell one-on-one, as well as to assist corporate presenters at selling new programs or products in-house. Section I – The Seller as Focal Point Section II – Getting Ready to Sell Section III – Selling Situations
In today's markets, success no longer depends on communicating the value of products or services. It rests on the crucial ability to create value for customers. Sales forces need to retool current strategies by recognizing the customer's dominant power in today's economy and what that means for those who sell. Capitalizing on research into the practices of cutting edge companies, the authors show how the successful sales force breaks away from traditional thinking and transforms themselves into complex business processes with multiple sales approaches and selling mdoels that meet the demands of today's sophisticated customers.
Book Synopsis Rethinking the Sales Force: Redefining Selling to Create and Capture Customer Value by : John DeVincentis
Download or read book Rethinking the Sales Force: Redefining Selling to Create and Capture Customer Value written by John DeVincentis and published by McGraw Hill Professional. This book was released on 1999-02-05 with total page 320 pages. Available in PDF, EPUB and Kindle. Book excerpt: In today's markets, success no longer depends on communicating the value of products or services. It rests on the crucial ability to create value for customers. Sales forces need to retool current strategies by recognizing the customer's dominant power in today's economy and what that means for those who sell. Capitalizing on research into the practices of cutting edge companies, the authors show how the successful sales force breaks away from traditional thinking and transforms themselves into complex business processes with multiple sales approaches and selling mdoels that meet the demands of today's sophisticated customers.
“The sales book of the decade” —Selling Power magazine Value Capture Selling is the first book to directly address one of the most destructive shortcomings in sales organizations today. Author JC Larreche’s approach is so innovative that Selling Power magazine named it “The sales book of the decade.” For years, sales professionals have focused on creating value for their customers—the first phase in selling. However, in today’s fast-moving world of business, that is just not enough. Under increased financial pressure, businesses today are being pushed to move to an emphasis on the second phase of selling: the capture of corporate value. However, as all-too-many business leaders are finding out to their great dismay, sales professionals have not been trained in the techniques for the capture of corporate value, and they are at the mercy of very well-trained and tough professional buyers. Value Capture Selling is the first book to address this gap. It is specifically designed to provide sales professionals—both veteran and new alike—with a complete roadmap for making the transition from value selling to value-capture selling, including: Why the creation of corporate value—short, medium, and long term—is essential for the firm and its internal and external partners How to master the key drivers of corporate value: profitability, market share, and customer satisfaction How to prepare for value capture How to frame strategies and tactics for value capture How to close deals for higher corporate value capture Value-capture selling is the current challenge for corporations and sales professionals everywhere—making the transition from a revenue objective to a focus on corporate value. This requires a fundamental shift from a strong belief that bigger is better to a new creed that richer is better. It is what JC Larreche, professor emeritus at INSEAD and an expert on sustainable value creation, calls the 3rd Sales Transformation. In a future marked by escalating financial pressures, the significance of value capture will only grow, and in Value Capture Selling, JC Larreche provides sales professionals everywhere with the tools they need to become masters at this new art! Praise for Value Capture Selling: "Most sales forces focus only on revenue, not value capture. Larreche’s book can help you make the necessary transition. If you are in Sales, read it because the data revolution is increasing scrutiny from Finance and others in your firm about how selling efforts build or destroy enterprise value. And if you are a C-Suite executive, read it carefully, because selling affects core elements of value creation." ―Frank Cespedes, Harvard Business School, author of Aligning Strategy and Sales and Sales Management That Works "Value Capture Selling is a very compelling and complete work that illustrates well the challenges of the transition from product value to corporate value—both for the customer and for the supplier. JC Larreche lays out a powerful framework for any sales professional anywhere to win in this new world of selling!" ―Laurent Beraza, Director - UK, Germany, France - Microsoft Solutions Support Sales "Value Capture Selling gives us the powerful insights required to capture more value for our company while keeping the customer at the center—right where they belong." ―Anna Campagna, Sr. Director Global Sales, HEINEKEN
Book Synopsis Value Capture Selling by : Jean-Claude Larreche
Download or read book Value Capture Selling written by Jean-Claude Larreche and published by John Wiley & Sons. This book was released on 2023-10-31 with total page 310 pages. Available in PDF, EPUB and Kindle. Book excerpt: “The sales book of the decade” —Selling Power magazine Value Capture Selling is the first book to directly address one of the most destructive shortcomings in sales organizations today. Author JC Larreche’s approach is so innovative that Selling Power magazine named it “The sales book of the decade.” For years, sales professionals have focused on creating value for their customers—the first phase in selling. However, in today’s fast-moving world of business, that is just not enough. Under increased financial pressure, businesses today are being pushed to move to an emphasis on the second phase of selling: the capture of corporate value. However, as all-too-many business leaders are finding out to their great dismay, sales professionals have not been trained in the techniques for the capture of corporate value, and they are at the mercy of very well-trained and tough professional buyers. Value Capture Selling is the first book to address this gap. It is specifically designed to provide sales professionals—both veteran and new alike—with a complete roadmap for making the transition from value selling to value-capture selling, including: Why the creation of corporate value—short, medium, and long term—is essential for the firm and its internal and external partners How to master the key drivers of corporate value: profitability, market share, and customer satisfaction How to prepare for value capture How to frame strategies and tactics for value capture How to close deals for higher corporate value capture Value-capture selling is the current challenge for corporations and sales professionals everywhere—making the transition from a revenue objective to a focus on corporate value. This requires a fundamental shift from a strong belief that bigger is better to a new creed that richer is better. It is what JC Larreche, professor emeritus at INSEAD and an expert on sustainable value creation, calls the 3rd Sales Transformation. In a future marked by escalating financial pressures, the significance of value capture will only grow, and in Value Capture Selling, JC Larreche provides sales professionals everywhere with the tools they need to become masters at this new art! Praise for Value Capture Selling: "Most sales forces focus only on revenue, not value capture. Larreche’s book can help you make the necessary transition. If you are in Sales, read it because the data revolution is increasing scrutiny from Finance and others in your firm about how selling efforts build or destroy enterprise value. And if you are a C-Suite executive, read it carefully, because selling affects core elements of value creation." ―Frank Cespedes, Harvard Business School, author of Aligning Strategy and Sales and Sales Management That Works "Value Capture Selling is a very compelling and complete work that illustrates well the challenges of the transition from product value to corporate value—both for the customer and for the supplier. JC Larreche lays out a powerful framework for any sales professional anywhere to win in this new world of selling!" ―Laurent Beraza, Director - UK, Germany, France - Microsoft Solutions Support Sales "Value Capture Selling gives us the powerful insights required to capture more value for our company while keeping the customer at the center—right where they belong." ―Anna Campagna, Sr. Director Global Sales, HEINEKEN
This wide-ranging volume presents the most complete appraisal of modern African history to date. It assembles dozens of new and established scholars to tackle the questions and subjects that define the field, ranging from the economy, the two world wars, nationalism, decolonization, and postcolonial politics to religion, development, sexuality, and the African youth experience. Contributors are drawn from numerous fields in African studies, including art, music, literature, education, and anthropology. The themes they cover illustrate the depth of modern African history and the diversity and originality of lenses available for examining it. Older themes in the field have been treated to an engaging re-assessment, while new and emerging themes are situated as the book’s core strength. The result is a comprehensive, vital picture of where the field of modern African history stands today.
Book Synopsis The Palgrave Handbook of African Colonial and Postcolonial History by : Martin S. Shanguhyia
Download or read book The Palgrave Handbook of African Colonial and Postcolonial History written by Martin S. Shanguhyia and published by Springer. This book was released on 2018-01-28 with total page 1362 pages. Available in PDF, EPUB and Kindle. Book excerpt: This wide-ranging volume presents the most complete appraisal of modern African history to date. It assembles dozens of new and established scholars to tackle the questions and subjects that define the field, ranging from the economy, the two world wars, nationalism, decolonization, and postcolonial politics to religion, development, sexuality, and the African youth experience. Contributors are drawn from numerous fields in African studies, including art, music, literature, education, and anthropology. The themes they cover illustrate the depth of modern African history and the diversity and originality of lenses available for examining it. Older themes in the field have been treated to an engaging re-assessment, while new and emerging themes are situated as the book’s core strength. The result is a comprehensive, vital picture of where the field of modern African history stands today.
Book Synopsis Rio Grande National Forest (N.F.), Proposed Timber Sales, Roads, Prescribed Burns and Aspen Treatments Near Willow Mountain by :
Download or read book Rio Grande National Forest (N.F.), Proposed Timber Sales, Roads, Prescribed Burns and Aspen Treatments Near Willow Mountain written by and published by . This book was released on 1990 with total page 414 pages. Available in PDF, EPUB and Kindle. Book excerpt:
Book Synopsis Report from the ... Committee on Sea Fisheries; ... with the Proceedings ... Minutes ... by : Great Britain. Sea Fisheries Bill, Select Committee on
Download or read book Report from the ... Committee on Sea Fisheries; ... with the Proceedings ... Minutes ... written by Great Britain. Sea Fisheries Bill, Select Committee on and published by . This book was released on 1893 with total page 518 pages. Available in PDF, EPUB and Kindle. Book excerpt:
Book Synopsis An Account of the Slave Trade on the Coast of Africa by : Alexander Falconbridge
Download or read book An Account of the Slave Trade on the Coast of Africa written by Alexander Falconbridge and published by . This book was released on 1788 with total page 64 pages. Available in PDF, EPUB and Kindle. Book excerpt:
