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The role of cognitive biases in negotiation, using and managing cognitive biases to obtain the best possible agreement / Marc ELRIZ / 2021
Titre : The role of cognitive biases in negotiation, using and managing cognitive biases to obtain the best possible agreement Type de document : Mémoire Auteurs : Marc ELRIZ, Auteur Année de publication : 2021 Importance : 41 p. Note générale : Pour accéder aux fichiers PDF, merci de vous identifier sur le catalogue avec votre compte Office 365 via le bouton CONNEXION en haut de page. Langues : Anglais (eng) Mots-clés : Management
NEGOCIATION ; TECHNIQUE DE VENTERésumé : Actual biases that influence our behavior when trying to persuade somebody or when someone wishes to convince us.Cognitive Biases can impact a negotiation from both Negotiator (Sales) and counterpart (Recipient), influencing them at three levels:on the Approach of Negotiating,on the Styles of Negotiating and, finally, the decisions made during the negotiation.Negotiations frames and theories are here to help to get a clearer view on why the counterpart is biased and by what by understanding where is the break into a negotiation relationship and activating the right lever to make it progress. To make the thesis as inclusive as possible this thesis applies to any negotiation and both Sales and recipient sides since they can be both misled and cognitively biases throughout the process. Still, Negotiation and Selling not being exact sciences, it is not sufficient to know perfectly the theories. Negotiation is not about how you negotiate, but how well you do it! Programme : MSc International Project Development Permalink : https://cataloguelibrary.neoma-bs.fr/index.php?lvl=notice_display&id=538635 The Four Steps to the Epiphany : Successful Strategies for Products That Win / Steve BLANK / Chichester (GB) : JOHN WILEY & SONS (2020)
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Titre : The Four Steps to the Epiphany : Successful Strategies for Products That Win Type de document : e-book Auteurs : Steve BLANK, Auteur Editeur : Chichester (GB) : JOHN WILEY & SONS Année de publication : 2020 Importance : 383 p. (illimité) ISBN/ISSN/EAN : 978-1-119-69028-3 Langues : Anglais (eng) Mots-clés : Management
TECHNIQUE DE VENTE ; MARKETING ACHAT ; START-UPRésumé :
The bestselling classic that launched 10,000 startups and new corporate ventures - The Four Steps to the Epiphany is one of the most influential and practical business books of all time. The Four Steps to the Epiphany launched the Lean Startup approach to new ventures. It was the first book to offer that startups are not smaller versions of large companies and that new ventures are different than existing ones. Startups search for business models while existing companies execute them. The book offers the practical and proven four-step Customer Development process for search and offers insight into what makes some startups successful and leaves others selling off their furniture. Rather than blindly execute a plan, The Four Steps helps uncover flaws in product and business plans and correct them before they become costly. Rapid iteration, customer feedback, testing your assumptions are all explained in this book. Packed with concrete examples of what to do, how to do it and when to do it, the book will leave you with new skills to organize sales, marketing and your business for success. If your organization is starting a new venture, and you're thinking how to successfully organize sales, marketing and business development you need The Four Steps to the Epiphany. Essential reading for anyone starting something new. The Four Steps to the Epiphany was originally published by K&S Ranch Publishing Inc. and is now available from Wiley. The cover, design, and content are the same as the prior release and should not be considered a new or updated product.Nombre d'accès : Illimité En ligne : http://library.ez.neoma-bs.fr/login?url=https://ebookcentral.proquest.com/lib/ne [...] Permalink : https://cataloguelibrary.neoma-bs.fr/index.php?lvl=notice_display&id=509645
Titre : E-Commerce 2019 : Business, Technology and Society, Global Edition Type de document : Livre Auteurs : Kenneth C. LAUDON ; Carol Guercio TRAVER Mention d'édition : 15th ed. Editeur : Pearson Année de publication : 2019 Importance : 912 p. ISBN/ISSN/EAN : 978-1-292-30317-8 Prix : 68 EUR Langues : Anglais (eng) Mots-clés : Management
RESEAU SOCIAL ; TECHNIQUE DE VENTEIndex. décimale : 124.82 COMMERCE ELECTRONIQUE Résumé : E-commerce 2019: business.technology.society is an in-depth, thought-provoking introduction to e-commerce focusing on key concepts and the latest empirical and financial data. Hundreds of examples from companies such as Facebook®, Google®, Twitter®, and Amazon® illustrate how e-commerce is altering business practices and driving shifts in the global economy. The entire 15th edition, including its data, figures, and tables, has been updated through October 2018. It has up-to-date coverage of key topics in e-commerce today, such as privacy and piracy, government surveillance, cyberwar, social-local-mobile marketing, Internet sales taxes, and intellectual property. Permalink : https://cataloguelibrary.neoma-bs.fr/index.php?lvl=notice_display&id=486315 Exemplaires (10)
Code-barres Cote Support Localisation Section Disponibilité 052765 658.872 LAU Livre Library Campus de Reims Salle de lecture Disponible 052764 658.872 LAU Livre Library Campus de Reims Salle de lecture Disponible 052763 658.872 LAU Livre Library Campus de Reims Salle de lecture Disponible 052766 658.872 LAU Livre Library Campus de Reims Salle de lecture Disponible 052767 658.872 LAU Livre Library Campus de Reims Salle de lecture Exclu du prêt J6349 124.82 LAU Livre Library Campus de Rouen Salle de lecture Exclu du prêt J6348 124.82 LAU Livre Library Campus de Rouen Salle de lecture Disponible J6347 124.82 LAU Livre Library Campus de Rouen Salle de lecture Disponible J6415 124.82 LAU Livre Library Campus de Rouen Salle de lecture Disponible J6414 124.82 LAU Livre Library Campus de Rouen Salle de lecture Disponible
Titre : Négociation et vente B to B Type de document : Livre Auteurs : Joaquim VENTURA Editeur : VUIBERT Année de publication : 2019 ISBN/ISSN/EAN : 978-2-311-40680-1 Langues : Français (fre) Mots-clés : Management
TECHNIQUE DE VENTEIndex. décimale : 124.53 TECHNIQUE DE VENTE Résumé : Comment démarrer un entretien ? Optimiser la découverte des besoins clients ? Se démarquer de ses concurrents ? Convaincre en ayant traité les objections ? C’est ce qu'explique cet ouvrage, loin des clichés du vendeur sur-communicant. Le métier de commercial en B to B est une activité en forte croissance, or peu d’ouvrages décrivent la réelle technicité du métier, ses lois fondamentales, son haut niveau de compétences requises, où la négociation repose sur un travail de préparation et de conduite d’entretien méticuleux, dans le cadre d’une approche structurée. Les systèmes présentés ici ont été appliqués et validés par l’auteur tout au long d’une carrière entièrement B 2 B. L’ouvrage, synthétique, méthodologique et concret, présente de nombreux exemples et cas qui reprennent les acquis de chaque étape et répondent aux besoins des étudiants, par ex. dans les filières en développement de 'Business Développement' et 'Key account management' ainsi que des commerciaux en début de carrière ou se tournant vers le B to B. Permalink : https://cataloguelibrary.neoma-bs.fr/index.php?lvl=notice_display&id=581538 Exemplaires (1)
Code-barres Cote Support Localisation Section Disponibilité J7267 124.53 VEN Livre Library Campus de Rouen Salle de lecture Disponible Selling and Sales Management / Pearson (2019)
Titre : Selling and Sales Management Type de document : Livre Mention d'édition : 11th ed. Editeur : Pearson Année de publication : 2019 Importance : 470 p. ISBN/ISSN/EAN : 978-1-292-20502-1 Prix : 66 € Langues : Anglais (eng) Mots-clés : Management
VENTE ; TECHNIQUE DE VENTE ; DIRECTION DES VENTESIndex. décimale : 124.55 VENTE Résumé : This new edition comes fully updated with new case studies, using working businesses to connect sales theory to the practical implications of selling in a modern environment. It also contains the results from cutting-edge research that differentiates it from most of its competitors. The book continues to place emphasis on global aspects of selling and sales management. Topics covered include technological applications of selling and sales management, ethics of selling and sales management, systems selling and a comprehensive coverage of key account management. Permalink : https://cataloguelibrary.neoma-bs.fr/index.php?lvl=notice_display&id=553754 Exemplaires (2)
Code-barres Cote Support Localisation Section Disponibilité J7025 124.55 SEL Livre Library Campus de Rouen Salle de lecture Disponible J7026 124.55 SEL Livre Library Campus de Rouen Salle de lecture Disponible PermalinkPermalinkPermalinkPermalinkGrowth of Pre-Owned Luxury in India: Investigating the factors leading to the growth of second hand luxury market and its future outlook / Renu BADLANI / 2016
PermalinkPermalinkPermalinkPermalinkPermalinkL'export book à l'usage des entrepreneurs et de leurs collaborateurs / Christine GILGUY / Paris : MOCI / MONITEUR DU COMMERCE INTERNATIONAL (2015)
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