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Universally understood products can be sold by cold telephone calls, but getting hold of customers is hard. Typically two in five will be busy, in meetings, anything other than able to take your call. Once you have the person on the line, providing you come across as smart, useful, and seem genuinely concerned about finding out about their business so that you can offer them something of genuine usefulness, they are often prepared to listen. Surprisingly, big-ticket items can be sold this way. Good telephone mannerisms often come down to nothing more than treating others on the phone the way you d like to be treated yourself: polite, informative, and not wasting other people s time. Introduce yourself quickly and cleanly and try to throw in a point of contact even at the start. Good morning, I m Harold Doorknob, vice president of sales at XYZ. I was speaking to your CEO last week and he suggested I have a word with you. Can you talk now Put this way, your respondent will often say, Now is as good a time as any. If you have something interesting to say people will listen. So start off with an intriguing statement that prompts further discussion, such as We ve developed a new piece of software that may save you at least an hour a week. Knowing your workload, Charlie Topdog was wondering if you d like to evaluate it for the company.

The essence of selling is about putting yourself in your customer s shoes and explaining the product s advantages from their point of view. It s a knack. It s a habit. It s a way of thinking. It s being positive, and it is much, much more. Selling is about presenting advantages in the most acceptable way, and about giving others confidence to take a decision that is to their advantage in an area where they feel diffident about making a decision. Selling isn t about taking advantage of buyers. That s not worthy of the salesperson or their company. Even when a hustler isn t caught out, people usually sense that something s fishy or doesn t add up. They distance themselves and don t come back for more. Real selling is white knight stuff. A salesperson is partly a master of ceremonies, partly a source of authoritative information, partly a diplomat, partly a pleasant companion. That s why selling and salesmen are so fascinating.

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" and dream up some correlation between subject matter, frequency, recency, and so on At the other end of the table, the IT representative says, "Yeah, but that would cost us $2 million to run the data, and what's the value of that kind of a calculation " Excite runs through an ROI business requirement analysis each time a new Web initiative is proposed Kris describes it this way: "Every quarter there's a review of specific research we create, partnering with a third party like a Harris or a Jupiter or a Nielsen We have specific budget allocated for those things Every project is then evaluated based on the ROI The same thing occurs for internal reporting.

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1. /* Importing the basic packages required by various classes 2. during execution of the program */ 3. import java.util.Hashtable; 4. import javax.microedition.midlet.*; 5. import javax.microedition.lcdui.*; 6. import javax.microedition.io.*; 7. import java.util.*; 8. import java.io.*; 9. import java.lang.*; 10. 11. /* Declaration of the class News */ 12. public class News extends MIDlet implements CommandListener 13. { 14. /* Create an object of class Dataparser */ 15. DataParser getd; 16. 17. /* Declaring variable for requesting that object to be displayed on the device */ 18. private Display displaylist; 19. 20. /* Declaring List type variables for storing and displaying list of categories , 21. news and news details */ 22. private List category, news, details; 23. 24. /* Declare and create vector type variable for storing news */ 25. private Vector vnews = new Vector(); 26. 27. /* Declaring variables for Command Buttons and initializing with null */ 28. private Command cancelcommand = null; 29. private Command okcommand = null; 30. private Command goback = null; 31. private Command exitcommand = null; 32. private Command previouscommand = null; 33. private Command backcommand = null; 34. private Command viewcommand = null; 35. private Command startcommand = null; 36. 37. /* Declaring variables for Hashtable and initializing with null */ 38. public Hashtable htable = null; 39. 40. /* Declaring object of Class MainClass */ 41. private MainClass lastscreen; 42. 43. /* Declaring constructor of Class News */ 44. public News(Display displaynews,MainClass obj) 45. { 46. 47. lastscreen = obj; 48. 49. /* Get the current reference of any object which is present at run time for displaying 50. on the cellpone screen */ 51. displaylist = displaynews; 52. 53. /* Create an object of List type to store the list of Categories */

We make a case that says we need to have this type of data warehousing in place, we need to have everybody in the business be able to access and look at trends, and understand them" One of the things that has come out of that approach to investment analysis is something Excite calls "cow pathing," their term for clickstream analysis But we'll get to that in 9, "Measuring Web Site Performance" If you find yourself dealing with a ragtag group of big-band leaders who are marching to the beats of conflicting goals, do not despair There is a tune you can play that will be music to their ears no matter what their personal predilections Even if they cannot fathom the Web and it's potential enlightenment, they will understand the words "Economies of Scale".

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