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  • Y in the Workplace
    Y in the Workplace

    $15.99

    $15.99

    From:Career Press

    Document Overview:
    Whatever happened to dress shoes, sir/ma’am, in-person meetings, and traditional work etiquette? A workplace revolution is underway, one that is stimulating new methods of thinking, behaving, communicating, and doing business as Generation Y continues to infiltrate the workplace and influence corporate culture. This revolution is lead by approximately 60 million Gen Yers, the largest bloc to hit the workforce since the 72 million baby boomers. Company owners and managers are worried, because this generation has created its own unique culture...and demands. Y in the Workplace illustrates how the values, attitudes, and expectations of Generation Y have had an impact on corporate environments, intergenerational functioning, and management strategies. To help this generation successfully transition into the workplace while creating a shared vision, authors Lipkin and Perrymore provide you, the manager, with the following: • Psychological insight into the character of this generation. • Strengths and challenges that Generation Y is bringing to the workplace. • Coaching strategies and ways to harness their strengths, minimize their weaknesses, and illuminate their talents. • Hope about their abilities as supervisors and managers, and about their positive impact on the future of your company Whether you are a small business owner, manager, HR professional, or teacher working with Generation Y, this book is a must-read to gain insight into why this generation is the way it is, how to help them become the best they can be, and how to integrate them into your company and work with them.
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  • You Can't Talk to Me That Way!
    You Can't Talk to Me That Way!

    $16.99

    $16.99

    From:Career Press

    Document Overview:
    You Can't Talk to Me That Way! Stopping Toxic Language in the Workplace stands up to verbally abusive bosses, co-workers, and others and says, “Enough!” It shows readers exactly what to say and do to end the humiliation and torment. Real injury—deep wounds and lasting pain—occurs as a result of verbal insults, putdowns, and ridicule in the workplace. This book is for anyone who has become discouraged, withdrawn and isolated at work due to verbal attacks—or, just as often, has been provoked into shouting matches and verbal confrontations with his or her attacker. Toxic language in the workplace causes people to withhold their best effort, transfer to a different division, or quit outright. Productivity and team spirit wither under a cloud of language meant to humiliate, hurt, and demean. To all those who spew such language at their co-workers, subordinates, and bosses, this book insists “You Can’t Talk to Me That Way!" "You Can't Talk to Me That Way! Stopping Toxic Language in the Workplace": • Presents a set of personal strategies for ending verbal assault and recovering from its effects. • Investigates the motives and methods of verbal attackers: who they are, how they operate, and why they torture others by verbal assaults, • Examines the psychology and circumstances of those targeted for verbal assault. • Suggests specific, practical steps companies can take to become aware of destructive environments and act quickly and legally to combat them • Makes readers aware of their legal options if toxic language at work is damaging their reputations, career progress, and/or physical or psychological well-being. • Offers a vision of the compatible, decent workplace where employees can do their best work without fear of demeaning verbal assaults from work associates at any level.
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  • Think Like a Marketer
    Think Like a Marketer

    $15.99

    $15.99

    From:Career Press

    Document Overview:
    Do you find marketing to be confusing, difficult, or overwhelming? Are you not sure where to begin? Do you have a plan, but don’t know how to make it happen? To act and succeed like a marketer, you must first think like one. When you do, marketing becomes routine, focused, and successful as you take clear, confident steps to grow your business every day. Think Like a Marketer takes the mystery out of marketing. It addresses head-on the principles that must guide every action, decision, and communication that affect your business. In addition, it gives you practical, real-life guidance that you can apply immediately after reading. Chock-full of specific examples and proven processes, Think Like a Marketer will teach and show you how to: • Think, act, and communicate like a marketing pro. • Identify and capitalize on the marketing opportunities that abound in your business every day (but are usually missed). • Stand out in a cluttered and overcrowded marketplace. • “Stir the pot” to build and maintain marketing momentum. • Devise a practical marketing strategy that will show positive results, even on a bare-bones budget. With Think Like a Marketer, you’ll be prepared to put marketing into action and turn yourself and your business into a marketing machine!
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  • 6 Steps to Free Publicity, Third Edition
    6 Steps to Free Publicity, Third Edition

    $15.99

    $15.99

    From:Career Press

    Document Overview:
    “There are many good books on publicity. Yudkin certainly matches all the others and actually exceeds them in two areas—humor and creativity.” —Booklist Want the world to know who you are, what your company offers, or the urgency of your cause? With the popularity of the Internet, it’s never been easier for an ordinary Jane or Joe to use publicity to spread the word. Whether you want to attract new business, establish yourself as an expert, build your company’s reputation, or introduce a new concept to the community, free publicity is the cheapest, most credible way to do it. This thoroughly updated edition of 6 Steps to Free Publicity includes detailed tips and techniques for utilizing 21st century grassroots publicity techniques—from blogs and social media to viral videos and podcasting-along with the basics of earning ink or air time. It also covers: * Getting started—how to overcome fears, feel comfortable with fame, and think up newsworthy publicity angles. * How to write tip sheets, pitch letters, articles, and news releases that roll out your message and keep you in people’s minds and files. * How to perform on radio, TV, or the Web like a pro. * Publicity writing tips that ensure you’ll be easily found online through search engines. * Strategies for building an audience of fervent fans online or within a geographical or special-interest community. * A full range of attention-getting techniques, from wacky and quirky to serious and highly respectable. Read 6 Steps to Free Publicity with highlighter and notebook in hand, because it inspires creative exploits and powerful publicity campaigns...that cost next to nothing!
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  • 151 Quick Ideas to Get New Customers
    151 Quick Ideas to Get New Customers

    $12.99

    $12.99

    From:Career Press

    Document Overview:
    For most businesses, attracting new customers is a never-ending effort anchored in uncertainty, frustration and knee-jerk reactions. Jerry Wilson’s 151 Quick Ideas to Get New Customers takes the mystery out of creating an ongoing plan with proven tactics to keep the phone ringing and the door swinging. The basic concept: Attract an endless flood of new customers at little or no cost! 151 Quick Ideas to Get New Customers demonstrates that you don’t have to use expensive and never-ending sales events, coupled with expensive advertising and energy-zapping promotions, to turn on a constant, never-ending flow of new prospects. And you don’t have to invent any new approaches, concepts, or buzz words to do it! Just follow some of Jerry Wilson’s 151 proven ideas and discover amazing results…fast! Jerry Wilson has spent more than 25 years researching what his clients–small and medium sized businesses just like yours–need to do to be successful in today’s marketplace. These powerful ideas work! Each is presented in a bite-sized package that encourages instant execution. No long chapters with endless justifications, pontifications, philosophy and personal stories. Just 151 great, practical ideas any business manager and owner can use to make an immediate difference in his or her business success. How much could just one good idea be worth to you? It could be worth a fortune! How much has McDonald’s made by selling millions of Happy Meals? And what was it worth for Kinko’s to offer 24/7 copy center hours? Don’t overlook the one good idea that could make your business a success!
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  • 151 Quick Ideas to Increase Sales
    151 Quick Ideas to Increase Sales

    $12.99

    $12.99

    From:Career Press

    Document Overview:
    Sales is the lifeblood of the vast majority of companies. Without the influx of new business, most organizations would wither and die. So sales must be successful, not just once in a while but constantly—every month, every week, every day. Because we constantly need more sales we also need new ideas for identifying and contacting our prospects, for understanding and meeting their needs and most of all, for inspiration to fight the good fight. This book will be a wise and ambitious member of your sales team, a one-time investment that will pay for itself over and over again. No commissions required! 151 Quick Ideas to Increase Sales is all about increasing the return on the investment you make in your organization’s business development program. It will break down the walls between the sales function and the other promotional elements in a typical marketing mix, allowing for a more synergistic approach to sales. 151 Quick Ideas to Increase Sales shows you proven sales tactics from a variety of business models and how to put them to work in your own programs. Tactics such as: • Branding Your Products • Creating Cross Promotions • Letting direct mail deliver • Selling More to Existing Clients • Reaching Out to the Community These ideas will allow you to leverage the assets and momentum present in your existing system, and use your skills and knowledge to get exactly what you need and want more sales!
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  • 151 Quick Ideas to Motivate Your Sales Force
    151 Quick Ideas to Motivate Your Sales Force

    $12.99

    $12.99

    From:Career Press

    Document Overview:
    Traditional ways of motivating a sales force have included money, incentives, contests and even turnover (regardless of performance). While it’s true being a sales professional is not for everyone, there is a way to identify, build and retain a top-notch motivated sales force. The trick is to build and keep a sales team that delivers sustainable results. The insights included in this book are designed to shift your thinking about traditional ways of motivating sales professionals you manage. It categorizes key sales-motivating management skills, tools and techniques while incorporating the art and science of sales management, leadership and the human dynamic. In this book you'll learn: * Coaching and Development * Sales force Processes and Systems * Keys to Sales force Leadership * Reward, Recognition and Incentives Sales managers that learn, know and impement a next-in-class approach to motivating their sales professionals will reap high rewards and beat their competition.
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  • Art of the Business Lunch, The
    Art of the Business Lunch, The

    $15.99

    $15.99

    From:Career Press

    Document Overview:
    “The quality of your relationship with your client is the determining factor in successful business; this book shows you how to develop this at a high level.” —Brian Tracy, Author/Speaker/Consultant “The Art of the Business Lunch is pivotal to the science of selling. I have maintained for years that lunch is the best place to build a relationship and make a sale. Robin Jay’s book is the recipe for lean cuisine and fat checks. Buy it, read it, and act on it.” —Jeffrey Gitomer, Author, The Sales Bible and The Little Red Book of Selling What’s the one entrée you should never order at a business lunch? Is it ever okay to order alcohol? When should you bring up the subject of business? The Art of the Business Lunch takes you through every aspect of the business lunch. Robin Jay, the “Queen of the Business Lunch”, teaches you proven methods for making the people with whom you do business choose to work with you, instead of your competition, time and time again. Finally, there is a definitive guide to the business lunch! Here is just some of what you will learn: • Whether you should pick up your clients or meet them at the restaurant • How to pick the right restaurants for business and which restaurants to avoid • How and what to order • Is it ever okay to order alcohol? • When to bring up the subject of business • Cell phone etiquette • How to pay for lunch discreetly Discover what companies are looking for in a candidate when the job interview takes place over lunch. Find out how to turn brief encounters at networking luncheons into solid, long-lasting relationships. Once you learn the secrets to The Art of the Business Lunch, you’ll never waste another lunchtime eating alone!
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  • Barry Farber's Guide to Handling Sales Objections
    Barry Farber's Guide to Handling Sales Objections

    $10.99

    $10.99

    From:Career Press

    Document Overview:
    While every salesperson understands that objections are part of the territory, they are not always ready to handle every one of them on the spot. Barry Farber’s Guide to Handling Sales Objections' handy size makes it easy for any salesperson to carry along on the call, giving him or her the ammunition he or she needs when those fateful objections come up…and they always do. Each chapter explains a particular family of objections, why they come up, how to uncover the prospect’s real concerns, and how to close the sale. This book is based on the author’s real-world experience—Barry doesn’t just write best-selling sales books, he runs a business that markets products to billion dollar corporations every day. And it includes “quick tips” not just from Barry, but also from top salespeople in a wide variety of industries.
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  • Close Like The Pros
    Close Like The Pros

    $15.99

    $15.99

    From:Career Press

    Document Overview:
    “I only wish that all the salespeople who call on me used Interactive Selling as described in this outstanding book! They and we would be doing a lot more business.” —Marty Schaffel, CEO, Audio-Visual Innovations, Inc. “This book is long overdue! Anyone can add these interactive selling practices and truly start closing like the pros…[which will lead to more] highly engaged clients, bigger deals, and repeat business.” —Dr. Tony Alessandra, author of Collaborative Selling and The Platinum Rule “Steve Marx taught me, and this book will teach you, how to reach the ‘Big Yes.’” —Jon Schwartz, former-VP, international sales, Yahoo! Inc. In the ever-quickening pace of society, the pressures today on salespeople and their prospects for their precious time are nearly insufferable. In a misguided effort to save their prospects’ time, salespeople take on more of the work, shoulder more of the burden, and turn proposals around with lightning speed. That’s hands-off selling—where the salesperson does all of their work first, handing off the proposal to the buyer as if it were a baton in a relay race. It’s time to make a change. Selling and buying become more efficient, productive, and successful when they are merged into a single process—interactive selling. Interactive selling is based on the reality that today’s complex sales always involve a great deal of back and forth, give and take, questions and answers, modifying and tweaking. Interactive selling is how the pros close big deals, and it’s a process anyone can learn. Close Like the Pros: • Is targeted at anyone who has a Big Idea to sell in the workplace. • Gives salespeople the tools they need to get their prospects actively involved in crafting a proposal they are eager to buy. • Shows salespeople how to invest more time with prospects likely to buy and less with those who aren’t. • Is not another re-hash of sales basics—the basics in this book are the ones missing from every other one.
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  • Courting Business
    Courting Business

    $14.99

    $14.99

    From:Career Press

    Document Overview:
    Why waste your time chasing after prospects when you can get them to come to you? Most self-proclaimed rainmakers let business drizzle in rather than positioning themselves to experience a downpour. Courting Business: 101 Ways for Accelerating Business Relationships gives you the strategies for getting prospects to contact you. Ann Marie Sabath’s proven three-step strategy will inspire you to be creative, consistent,and politely relentless in a way that will please even the toughest prospects. This hands-on guide offers tips and techniques for successfully attracting and closing business. Best of all,it will fan the flame of business relationships and put the passion back into your professional life. With Courting Business, you'll: • Discover the three most important qualities for success • See why if you're on time, you're late! • Realize how instilling the sense of urgency in your professional style will differentiate you from your competition • Learn why doing more for fewer people will assist you in developing stronger relationships • Establish instant rapport with prospects and clients through the use of connectors • Understand why 75% of prospects must see things at least seven times to react • Determine how to get prospects to buy rather than selling to them • Recognize why it is so essential to work "on" business rather than "in" business • Learn how to overcome the fear of rejection • Figure out how to turn a "no" today into a "yes" tomorrow Whether you are a novice or a seasoned rainmaker, Courting Business gives you a foolproof system for outclassing your competition and getting prospects to say that wonderful word, "yes!"
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  • e-Preneur
    e-Preneur

    $15.99

    $15.99

    From:Career Press

    Document Overview:
    The new virtual marketplace has arrived. Opportunities abound, and billions of dollars are springing into existence, from YouTube and MySpace to Facebook and Google. This is the age of e-Preneurs—those individuals who combine entrepreneurial skills with Web 2.0 savvy. Web 1.0 was an information highway, but Web 2.0 is all about social networking, community building, global interactivity and mass collaboration. And, after learning from the fateful dot.com bust, Wall Street is on the bandwagon—again. So what’s the next big thing? The crowd-based creative fire that Wikipedia sparked has caught on beyond anyone’s projections, and effect is increasing daily. The term “wiki”—a collaborative Website that can be edited by users—is increasingly part of modern vocabulary; the online crowd is becoming unstoppable. Tapping into this vast resource of wisdom and power goes under various names, such as crowd clout, crowd-sourcing, and crowd power. Today, the power of the crowd is used for everything from swapping photos, designing shoes, discovering pharmaceuticals, and developing software. In coming years, however, this global mass of humanity huddled around computers will shape policies, assist companies, and even affect countries as never before. That’s where crowdpreneurs come in. People who utilize crowd power for the pursuit of innovation in the new virtual marketplace, crowdpreneurs are the entrepreneurial leaders of the online age. e-Preneur is the first book to survey, analyze, and make sense of the entire field of Web 2.0 crowd-power companies. This book shows how to succeed as a crowdpreneur in the new virtual marketplace by it explaining the principles of innovation, revenue models, and the process of going from idea to opportunity. Discover the power of mass collboration and online networking!
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  • How to Sell Yourself, Revised Edition
    How to Sell Yourself, Revised Edition

    $15.99

    $15.99

    From:Career Press

    Document Overview:
    How to Sell Yourself explains in clear, simple, easy-to-understand terms the skills you need to get your message across in any speaking situation. The secret of winning communication is likability. Some people call it warmth. Some call it charm. Some call it charisma. But whatever name you give it, it can be learned. This book is about how to use your mind, your face, your body, and your voice to win, because, in the end, likability wins. Arch Lustberg, acclaimed public speaker, teacher, and coach, has filled this book with practical skills. He demonstrates how you can sell yourself, your ideas, and your organization. The elected officials he coaches learn that you can’t sell your issues unless the voters like you. The Merrill Lynch financial consultants he trains learn that no one buys your product unless they like you. The National District Attorneys Association members he addresses learn that attorneys have a better chance of winning in court if they and their witnesses are liked by the jury. How to Sell Yourself is the last “how-to” you’ll need to win over a boss, jury, voter, legislator, friend, colleague, family member, or any group to which you’re talking.
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  • New Rules of International Negotiation
    New Rules of International Negotiation

    $16.99

    $16.99

    From:Career Press

    Document Overview:
    “A must read for anyone operating within ‘global’ corporations. Catherine’s insights and experiences in helping companies negotiate their way to growth around the world are second to none!” —Michael Hortie, president, Motorola Canada “Do you travel overseas in business? Does your company have partners in other countries? Do you feel sometimes confused about how to negotiate with people from other cultures? Do you teach international business? If your answer to any of these questions is YES, this book is a must for you! Comprehensive approach, first-hand experience, solid theoretical base, practical suggestions—everyone will find something valuable here.” —Dr. Krzysztof Gluc, vice president, Wyzsza Szkola Biznesu, Poland “I have personally witnessed Catherine Lee’s practical wisdom and insight as she helped Motorola University prepare professionals for joint ventures in the global marketplace. This book is a compendium of invaluable advice for anyone embarking on a trans-cultural journey.” —Bill Wiggenhorn, principal, Main Captiva, LLC, and founding president, Motorola University Because of the fast-changing global marketplace and growing demand for cultural solutions, successfully negotiating across borders has become a key for building business and increase revenues for most major companies. Most other countries embrace negotiating as part of their everyday activity; outside the U.S., virtually everything is negotiable. But many U.S. business professionals lack the skills to manage an interaction, identify the other party’s needs and reach an agreement that is mutually beneficial. Trying to do all that in a foreign country just makes it more difficult! The aggressive, competitive, “shoot-from-the-hip” style of many U.S. corporations is simply not appropriate to many other cultures. The New Rules of International Negotiation addresses the commonalities, the differences and the barriers facing anyone trying
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  • Question Your Way to Sales Success
    Question Your Way to Sales Success

    $14.99

    $14.99

    From:Career Press

    Document Overview:
    How can a salesperson gain better results from every sales call? By mastering the art of asking questions. A good question is the salesperson’s single most powerful tool, one that can be powerfully used in every stage of the sales process, from making appointments to closing the sale to following up afterwards; yet, most salespeople are ill-equipped to use this powerful tool effectively. As a result, they find themselves dealing with “price” issues, and wondering why the customer purchased from someone else. Question Your Way to Sales Success will transform the way salespeople think and operate by offering specific, practical advice on how to ask “better sales questions.” A powerfully asked question: • Is your primary tool for collecting deeper and more detailed information about your customer. • Can make your customer think about what you want him or her to think about. • Is an effective tool to create the perception of your competence in your customer’s mind. • Is your primary tool for gaining agreement from your customer. Learn how to use the techniques that separate the superstar salespeople from the mediocre. Every aspect of your sales process will become more effective as you understand: * The unrecognized, ultimate power behind a good sales question. * How to analyze the language in a question to make sure it serves your purposes. * How to create better sale questions with a foolproof, step-by-step process. * The subtle techniques that allow you to deliver a question more effectively than ever. Kahle analyzes hundreds of real questions, developed by real salespeople, to provide you with practical and realistic information. Your sales strategy will never be the same again...and neither will your results!
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