The Web has changed the game for your customers― and, therefore, for you. Now, CustomerCentric Selling, already recognized as one of the premier methodologies for managing the buyer-seller relationship, helps you level the playing field so you can reach clients when they are ready to buy and create a superior customer experience. Your business and its people need to be “CustomerCentric”―willing and able to identify and serve customers’ needs in a world where competition waits just a mouse-click away. Traditional wisdom has long held that selling means convincing and persuading buyers. But today’s buyers no longer want or need to be sold in traditional ways. CustomerCentric Selling gives you mastery of the crucial eight aspects of communicating with today’s clients to achieve optimal results:
<ul>
<li>Having conversations instead of making presentations </li>
<li>Asking relevant questions instead of offering opinions </li>
<li>Focusing on solutions and not only relationships </li>
<li>Targeting businesspeople instead of gravitating toward users </li>
<li>Relating product usage instead of relying on features </li>
<li>Competing to win―not just to stay busy </li>
<li>Closing on the buyer’s timeline (instead of yours) </li>
<li>Empowering buyers instead of trying to “sell” them</li>
</ul>
What’s more, CustomerCentric Selling teaches and reinforces key tactics that will make the most of your organization’s resources. Perhaps you feel you don’t have the smartest internal systems in place to ensure an ideal workflow. (Perhaps, as is all too common, you lack identifiable systems almost entirely.) From the basics―and beyond―of strategic budgeting and negotiation to assessing and developing the skills of your sales force, you’ll learn how to make sure that each step your business takes is the right one.

CustomerCentric Selling, Second Edition

Business & Money

BOSWORTH

Marketing & Sales

McGraw=Hill

Celebrating the 50th Anniversary of the Oxford Centre for Criminology, this edited collection of essays seeks to explore the changing contours of criminal justice over the past half century and to consider possible shifts over the next few decades. The question of how social science disciplines develop and change does not invite any easy answer, with the task made all the more difficult given the highly politicised nature of some subjects and the volatile, evolving status of its institutions and practices. A case in point is criminal justice: at once fairly parochial, much criminal justice scholarship is now global in its reach and subject areas that are now accepted as central to its study - victims, restorative justice, security, privatization, terrorism, citizenship and migration (to name just a few) - were topics unknown to the discipline half a century ago. Indeed, most criminologists would have once stoutly denied that they had anything to do with it. Likewise, some central topics of past criminological attention, like probation, have largely receded from academic attention and some central criminal justice institutions, like Borstal and corporal punishment, have, at least in Europe, been abolished. Although the rapidity and radical nature of this change make it quite impossible to predict what criminal justice will look like in fifty years' time, reflection on such developments may assist in understanding how it arrived at its current form and hint at what the future holds. The contributors to this volume have been invited to reflect on the impact Oxford criminology has had on the discipline, providing a unique and critical discussion about the current state of criminal justice around the world and the origins and future implications of contemporary practi

Contours of Criminal Justice

Zedner

Criminal Law

Oxford University Press

Italy the Least of the Great Powers: Italian Foreign Policy Before the First World War

In the heart of Rome beside the Capitol, confronting the Piazza Venezia, stands the Victor Emmanuel monument. In Rome, which until 1945 was so often accorded the adjectives 'eternal' or 'imperial', the monumentissimo (as sardonic socialists labelled it) is the most public, most theatrical and most excessive architectural celebration of post-Risorgimento Italian patriotism, nationalism and perhaps imperialism. This book asks why the Victor Emmanuel monument, planned after 1878 and opened in 1911, was a structure raised by Liberal and not Fascist Italy. Through a detailed study of diplomacy, of policy-making, of policy-makers, and of the distribution of real power in pre-First World War Italy, it demonstrates how important foreign policy, and a foreign policy of greatness, was to Liberal Italy. Weakened by economic backwardness, regional diversity, and the gulf between the legal-political world and 'real' society, Liberal Italy was nonetheless ambitious to be a Great Power. This monograph contributes to a number of major historiographical debates. It produces evidence which casts doubts on the thesis that fascism was a parenthesis in Italian history.

Italy Least of the Great Powers

History

Europe

Cambridge University Press

HEGEL'S POL PHIOL MONARCHY (Political Theory and Political Philosophy)

Politics & Social Sciences

Philosophy

Dissertations-G

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