From Contact to Contract
From Contact to Contract

Author: Rebecca Anthony

Publisher: Carroll Press

Published: 1992-01-01

Total Pages: 84

ISBN-13: 9780945819752

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More than 16 million Americans work as sales professionals, according to the U.S. Bureau of Labor Statistics. Add in the vast number of small business owners, consultants, doctors, lawyers, and other professionals who must sell their services and promote their credibility in order to succeed, and it's clear that there is a huge need for practical, easy-to-apply information on the art of sales.

AGC Contract Documents Handbook
AGC Contract Documents Handbook

Author: J. William Ernstrom

Publisher: Wolters Kluwer

Published: 2003-01-01

Total Pages: 1228

ISBN-13: 0735521514

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AGC Contract Documents Handbook is a guidebook To The Associated General Contractors of America's many standard contract document forms. it examines the elements of various AGC standard form contract documents, including an examination of specific contract provisions And The theory underlying the language. The standard contract document forms cover a variety of project delivery systems: design-bid-build, design-build, construction management, program management. The documents are unique in their creation by a joint effort of owners and contractors. The standard contract document forms establish the relationships between the parties To The construction project: The owner the contractor the surety the subcontractor the architect/engineer the design-builder the construction manager the program manager. The book offers great value and assistance to attorneys, owners, contractors, subcontractors, designers, design-builders, construction managers, others in the construction industry and educators. The AGC Contract Documents Handbook provides practical advice to document users on how to manuscript the documents to address project specific issues as well as offer comments on the documents. 'The Associated General Contractors of America supports efforts to provide thoughtful discourse on matters of importance to construction project participants. A work such as the AGC Documents Handbook, written by seasoned industry veterans, increases the body of knowledge for our industry and provides an invaluable reference to those using or considering use of AGC's comprehensive library of consensus industry form documents.' Stephen E. Sandherr, Chief Executive Officer, Associated General Contractors of America

From Contact to Contract
From Contact to Contract

Author: Dianna Booher

Publisher: Kaplan; Reprinted by Booher Research Institute

Published: 2014-05-14

Total Pages: 315

ISBN-13: 1935124323

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Are you one of the 16 million Americans working as a sales professional? Are you a small business owner, consultant, doctor, lawyer, or other business professional who must sell your services and promote your credibility to succeed? If so, you need practical, easy-to-apply information on the art of effective selling and sales communication—whether selling to difficult customers or selling to interested, decisive buyers. In From Contact to Contract, you’ll learn to master specific steps that help you: · Structure your sales conversation to keep it moving toward your sales goal · Use strategic persuasion techniques to turn information into real communication · Engage buyers with interactive sales presentations of your products and services · Negotiate to maintain profit margins · Gain commitments from customers and prospects · Communicate with difficult buyers · Manage your pipeline productively · Generate leads · Stay motivated during a competitive upsurge or economic downturn No time to read in your fast-paced sales job? Maybe you have a high quota and a pressing deadline? Then pick up the book and go straight to the help you need with a specific prospect. You’ll find summary headlines of each key sales tip or communication tip. This easy-to-skim format and brief entries are written with you––a fast-paced sales professional or entrepreneur––in mind. Review the comprehensive collection of 432 tips and best practices without getting bogged down in long explanations of sales theory and models. Whether selling to big companies and senior executives or selling to the individual buyer, you can apply these practical sales techniques and advice immediately. In fact, watch how From Contact to Contract becomes the sales primer you use again and again. Author and sales communication expert Dianna Booher shares the same sales and marketing strategies in this book that she offers in person to her Fortune 500 clients. These strategies and selling techniques come directly from her corporate programs on proposal writing, business writing, technical writing, sales presentations, and interpersonal communication. 291 pages. Also available in Kindle and Paperback format!