Action Research for Professional Selling

Action Research for Professional Selling

The book answers calls for evidence-based practice in sales education, placing special emphasis on the strength of a values-based approach over the outmoded manipulative models of the past (many of which are still in evidence).

Author: Peter McDonnell

Publisher: Routledge

ISBN: 9781317185741

Category: Business & Economics

Page: 252

View: 317

Action Research for Professional Selling by Peter McDonnell and Jean McNiff is for people working, or hoping to work in sales, who wish to improve their capacity for selling, and who may be involved in providing or participating in a structured sales training programme. It provides a basis for professional selling that connects the sales process to different philosophical models for understanding human interactions and contains much practical advice for selling in a tough economic environment. Action research is used across the professions as a powerful methodology for improving performance and outcomes and will enable sales practitioners to generate their practical theories of selling. The book answers calls for evidence-based practice in sales education, placing special emphasis on the strength of a values-based approach over the outmoded manipulative models of the past (many of which are still in evidence). It is essential to develop your understanding of what you are doing, and be able to explain it, and the book shows you how to do this through researching your practice in action. It focuses seriously on selling as a field of research offering an innovative, practical approach to selling, underpinned by strong theoretical and philosophical frameworks.
Categories: Business & Economics

The Action Research Guidebook

The Action Research Guidebook

In this second edition of his best-selling volume The Action Research Guidebook, Richard Sagor provides updated tools and insights to guide the implementation of school-based research for student success.

Author: Richard Sagor

Publisher: Corwin Press

ISBN: 9781412981286

Category: Education

Page: 224

View: 460

In this second edition of his best-selling volume The Action Research Guidebook, Richard Sagor provides updated tools and insights to guide the implementation of school-based research for student success. Ideal for teacher leaders and teacher teams, this practical guidebook features new examples, activities and leadership applications that reflect the recent growth of professional learning communities, wider acceptance of standards, and the need for more qualitative research. Sequentially organized to be used as you go, the book follows Sagor's four-stage process developed from his many years of experience training educators: clarifying visions/targets; articulating theory; implementing action and collecting data; and reflecting on data and planning informed action. Inside are numerous tables, charts, handouts, forms, and worksheets to demystify the action research process. This handbook will also be valuable to principals, counsellors, and other educators wishing to apply the action research process to school improvement.
Categories: Education

Professional Selling in Canada

Professional Selling in Canada

... of satisfied customers . The professional sales representative is always armed
with final selling points that will secure the order . ... Sales trainers often
emphasize that closing is the culmination of the AIDA selling formula ( Attention ,
Interest , Desire , and Action ) . At the appropriate ... For salespeople , this
moment is almost the culmination of planning , research , and communication
efforts . There is ...

Author: Gerald B. McCready

Publisher: Dryden

ISBN: 0774731850

Category: Sales management

Page: 491

View: 917

Categories: Sales management

A Complete Manual of Professional Selling

A Complete Manual of Professional Selling

By product : In this arrangement , a sales representative may sell only some of
the company ' s products to all prospects and customers within a certain area . 3 .
... by the salesperson and management to effectively set individual sales
objectives and action plans are the following : 1 . ... Market potential and
penetration are based on information from surveys , research , annual reports ,
and other sources .

Author: Vince Pesce

Publisher: Prentice Hall

ISBN: PSU:000015410047

Category: Business & Economics

Page: 241

View: 990

Covers personal computers, communication, the telephone, client relations, cold-call selling, sales planning, time management, presentations, and customer satisfaction
Categories: Business & Economics

Dynamic Professional Selling

Dynamic Professional Selling

Tangible Benefit : It will enable you to get more appointments , increasing your
sales and earnings . Intangible ... Proofs include demonstrations , samples ,
testimonial letters , results of tests or research studies , product specifications ,
and case histories . ... Close How will you ask for the action specified in your
objective ?

Author: Arnold L. Schwartz

Publisher: Plume

ISBN: IND:30000003965591

Category: Business & Economics

Page: 166

View: 391

Dynamic Professional Selling analyzes the entire sales process in detail and provides innovative ideas for mastering the art of self-motivation, as well as the motivation of others--and dealing with rejection, slumps, negativism, and self-defeating attitudes.
Categories: Business & Economics

Views and Issues in Action Research

Views and Issues in Action Research

... interpreting and selling process to the steering committee , surveillance of
quality action steps , ensuring professional development of team members . ( My
roles were that of ) expert , designer of the research , implementer of some of that
 ...

Author: Ximena Zuñiga-Urrutia

Publisher:

ISBN: UOM:39015029220095

Category:

Page:

View: 537

Categories:

Journal of Business Research

Journal of Business Research

Research Design To test the theory of reasoned action for its applicability in
analyzing ethical decision making in ... of two professional sales organizations
located in a major metropolitan area in the Midwest : Sales and Marketing
Executives ...

Author:

Publisher:

ISBN: UCAL:B4945743

Category: Business

Page:

View: 318

Categories: Business

Human Development

Human Development

Continuing Professional Education Round Table Patricia Layzell Ward, Darlene
E. Weingand. MEASURING CONTINUING ... Topics covered include defining
action research , how to collect data , and how to analyze and report findings .
Specific examples and ... and will be attended . If a cost factor emerges to be
offset by charging participants , selling the program relies on " evidence " of its
worth . Action ...

Author: Continuing Professional Education Round Table

Publisher: München : K.G. Saur

ISBN: UOM:39015043239709

Category: Bibliothéconomie - Étude et enseignement (Éducation permanente) - Congrès

Page: 400

View: 512

The International Federation of Library Associations and Institutions (IFLA) is the leading international body representing the interests of library and information services and their users. It is the global voice of the information profession. The series IFLA Publications deals with many of the means through which libraries, information centres, and information professionals worldwide can formulate their goals, exert their influence as a group, protect their interests, and find solutions to global problems.
Categories: Bibliothéconomie - Étude et enseignement (Éducation permanente) - Congrès

Professional Selling

Professional Selling

2 Explain how to harness technology to enhance follow - up and buyer - seller
relationships . 3 Discuss how to take action to assure customer satisfaction . ...
MEI's thorough research of a prospect's business , objective , needs , and
concerns is the essential cornerstone for building a relationship , securing
commitment , and ...

Author: Thomas N. Ingram

Publisher: South-Western Pub

ISBN: 0324321031

Category: Business & Economics

Page: 437

View: 106

PROFESSIONAL SELLING provides comprehensive coverage of contemporary professional selling by integrating recent sales research with leading personal selling practices. Professional Selling's chapters can be mixed and matched with sales management chapters from Ingram's SALES MANAGEMENT, SIXTH EDITION to create an outstanding customized sales course. This highly experienced author team draws on their industry and academic experience to blend the most recent research findings with illustrated best practices in professional selling.
Categories: Business & Economics

Essentials of Personal Selling

Essentials of Personal Selling

Presents coverage of personal selling both as a professional career and as the
starting point for other careers in sales and ... Offers exciting videotapes of
professional salespeople in action from INC ... ACUMEN is the result of fifteen
years of research on 250,000 managers at 6,000 companies and is used at
hundreds of ...

Author: Rolph E. Anderson

Publisher:

ISBN: UOM:39076001674642

Category: Sales personnel.

Page: 476

View: 768

Categories: Sales personnel.

Social Marketing

Social Marketing

Journal of Voluntary Action Research 10 ( January - March 1981 ) : 62–81.4
Xerox . “ Professional Selling Skills III . ” Xerox Corporation Training Material ,
1983. 19 Yankelovich , Skelly and White . The Charitable Behavior of Americans .

Author: Seymour H. Fine

Publisher: Allyn & Bacon

ISBN: UOM:39015016973912

Category: Advertising, Public service.

Page: 360

View: 142

Le marketing social s'attache à définir un marketing adapté aux organisations publiques et à buts non lucratifs. Cet ouvrage donne différents éclairages à travers des auteurs traitant des thèmes suivants : le marketing social, le marché public et non lucratif, les processus du marketing social, ainsi que les domaines d'applications et des exemples. L'ouvrage fait également la promotion des agences impliquées dans le marketing des causes sociales.
Categories: Advertising, Public service.

Teacher Learning in Small group Settings

Teacher Learning in Small group Settings

CHAPTER 4 Commingling Action Research and PLCs AN ILLUSTRATION OF
KEY COMPONENTS Diane Yendol - Hoppey ... She has authored numerous
articles in professional journals focused on teacher inquiry , as well as a best -
selling ...

Author: Cheryl J. Craig

Publisher: R & L Education

ISBN: 1607090023

Category: Education

Page: 370

View: 440

Where teaching is concerned, readers of this volume come to know how teachers experience professional development in book clubs, Critical Friends Groups, and teacher research groups and how action research has been used by teachers in a particular curriculum reform project. Where teacher education is concerned, readers are afforded an insider view of what is happening in various cohorts and other small group configurations throughout the nation and the world, particularly with respect to diversity.
Categories: Education

Professional Selling

Professional Selling

See Louis J. Haugh , “ Detailmen - Salesmen Who Don't Sell , ” Advertising Age ,
February 13 , 1978 , pp . 67-68 , 70 . ... This is the classification scheme devised
by the Survey Research Center at the University of Michigan . 14. ... 1971 . 6.
Adapted from Alfred R. Oxenfeldt , Executive Action in Marketing ( Belmont , Calif
.

Author: David L. Kurtz

Publisher:

ISBN: 0256027005

Category: Selling

Page: 442

View: 125

Categories: Selling

Professional Selling

Professional Selling

Brand equity is not a freestanding concept - it is fueled by professional selling just
as surely as oxygen feeds and sustains a fire . With automated ... The most potent
market research is possible when every customer conversation is considered
research . It is the ... s sales force ? It is the representatives who see competitors '
strategies in action - and it is they who do battle with rivals day in and day out .

Author: Lawrence B. Chonko

Publisher: Allyn & Bacon

ISBN: 0205141390

Category: Business & Economics

Page: 427

View: 454

Focuses on the development of communications skills, presenting the basics of how to design informative, persuasive and ethical verbal communications in a sales context. A range of topics that are applicable to the selling and communication process are covered.
Categories: Business & Economics

Facilitating Preservice Teachers in the Action Research Process

Facilitating Preservice Teachers in the Action Research Process

action research seems to present the possibility of collaborative inquiry for
internship practice . ... Professional Development Yet another potential benefit of
instructing teachers in the action research process is that of instilling a built - in
professional ... The selling of educational solutions and gimmicks ( what I have
come.

Author: Karen M. Gibson

Publisher:

ISBN: WISC:89075185025

Category:

Page: 220

View: 589

Categories:

The National Guide to Educational Credit for Training Programs

The National Guide to Educational Credit for Training Programs

Organization and Course Index .35 .22 .38 Professional Office Procedures ........ ..
31 Professional Property Management . ... Bank Investments and Funds
Management ( 7201 ) ..40 Bank Management ( 7535 ) .40 Branch Banking Series
( 6231 ) ..41 Branch Sales : Creating a ... 25 Organizational Management
Accounting Basics ( Bus 345 ) Action Research Project Seminar .25 Adult
Development and Life ...

Author:

Publisher:

ISBN: CORNELL:31924090143953

Category: College credits

Page:

View: 441

Categories: College credits

Qualitative Research for Education

Qualitative Research for Education

So a group of qualitative researchers traveled to Philadelphia , at the request of
the attorneys for the children , to conduct observations in the ... This is an
example of action research . ... Their photoessay , sold to Look Magazine , made
it their best - selling issue ever . ... role , whether they were parents concerned
about their children's education , or professional researchers committed to a
particular issue .

Author: Robert Bogdan

Publisher: Allyn & Bacon

ISBN: UOM:39015003630178

Category: Education

Page: 253

View: 683

Educators need to be able to understand the research in their field. This book provides readers with the necessary background information needed for understanding the uses of qualitative research in education. This new edition places qualitative research within current debates about research methods and alternative ways of knowing. Educators, sociologists of education.
Categories: Education

Action Research

Action Research

The Fourth Edition of Ernest T. Stringer’s best-selling Action Research offers easy-to-follow, clear guidelines that enable novice practitioner researchers to move comfortably through a process of inquiry and applied research.

Author: Ernest T. Stringer

Publisher: SAGE Publications

ISBN: 9781483320731

Category: Social Science

Page: 328

View: 606

The Fourth Edition of Ernest T. Stringer’s best-selling Action Research offers easy-to-follow, clear guidelines that enable novice practitioner researchers to move comfortably through a process of inquiry and applied research. Featuring real-life examples and providing effective solutions that foster understanding of research procedures in real-life contexts, the book offers a simple but highly effective model for approaching action research: Look: building a picture and gathering information, Think: interpreting and explaining, and Act: resolving issues and problems. Using his own experience as a guide, Stringer encourages readers to grapple with the broader political and ethical challenges that frame each inquiry. The author’s engaging style makes the book especially relevant to those working with children, young adults, or people in community contexts, and is particularly relevant to those dealing with issues of diversity or with marginalized and disenfranchised groups. Clear, concise, and practical, Stringer’s accessible and engaging book is a must for students and professionals in educational, business, health, counseling, and social work settings.
Categories: Social Science