Скачать книгу - At the Margins

Remain competitive by offering more accessible, affordable, and relevant information technologies that meet mass-market needs Technology at the Margins demonstrates that by making IT more accessible, affordable, and relevant, new mass markets can be opened. Based on solid insights generated in key areas of health, education, finance and the environment, the book offers practical recommendations and insights from world leaders, innovators, practitioners and new users of emergent technologies. Offers recommendations on how companies can ensure their own competitiveness by offering more accessible, affordable, and relevant information technologies to support mass market needs Suggests practical recommendations and insights from world leaders, innovators, practitioners and new users of emergent technologies Challenges businesses to rethink their uses of existing technologies Technology at the Margins will be of interest to decision makers in the private, public and nonprofit sectors who are interested in opportunities offered by IT in meeting the needs of those at the base of the worlds economic pyramid.

An updated and revised version of the business classic Power Base Selling Power Base Selling, originally published in 1990, left readers with an understanding of and language for gaining political advantage within accounts. Now famous among sellers, the concept of aligning with powerful customer individuals or «Foxes» is taken to a new level. The New Power Base Selling offers an updated and more in-depth edition of the original classic with an empirically based breakthrough to significantly increasing sales performance. It explains how competitive selling is as much a matter of politics, customer value, and strategy as it is a management science. Based on data from one of the most comprehensive sales surveys in the sales training industry, along with over 50,000 deal reviews, The New Power Base Selling will help salespeople quickly outfox the competition, impress customers with unexpected value, and achieve new levels of professional success. Create Demand, as well as competitively Service Demand Quickly leverage «Situational Power Bases» to drive up win rates Provide customers with value that advances their critical business initiatives Effectively use LinkedIn, Facebook, Twitter, and other social tools in a sales campaign Increase customer satisfaction and competitive differentiation See measurable gains and exceed quota when you leverage customer politics, value, and competitive strategy.

Praise for How to Sell at Margins Higher Than Your Competitor «This is the complete book for both new and experienced salespeople and business owners to learn and re-learn the essentials for success. How to Sell at Margins Higher Than Your Competitors emphasizes the pricing strategies and tactics to increase the market share and profits of any organization. This is a book that is as important to presidents as it is to salespeople.» –Bill Scales, CEO, Scales Industrial Technologies, Inc. «As the largest service provider in our industry, we have a significant market advantage. However, we constantly walk the pricing tightrope because, as this book so clearly states, 'business is a game of margins . . . not a game of volume!'» –John K. Harris, CEO, JK Harris & Company, LLC «If you live and die on price, this book could be your only lifeline.» –Tom Reilly, CSP, author of Value-Added Selling and Crush Price Objections «How to Sell at Margins Higher Than Your Competitors successfully illustrates profitable sales truths to assist us in selling for maximum return. This book's well-researched, logical, and affirming words validate the simple fact that as a premium company we deserve premium margins. So, while our competitors reduce or match prices out of fear and scarcity, our managers, thanks to this powerful sales tool, can continue quoting and closing with profitable confidence.» –Joe Bracket, President, Power Equipment Company «I learned a long time ago that it is pretty difficult to control what my competitors will do, but we must control what we do–like maintaining margins. This book is a 'wow!' that will help my salesmen crack bad habits. Sales organizations should design their entire training programs around the content in this book.» –George C. Giessing, President, Brusco-Rich, Inc. «This energizing book is the 'right stuff' for every sales force. It should be a required study for every executive and sales professional who seeks to be successful.» –David R. Little, Chairman and CEO, DXP Enterprises, Inc.

Much of the world’s petroleum is located on continental margins, and any further development of these offshore deposits would be impossible without new technologies and new methods contained in this volume. Written by some of the world’s foremost authorities on oil and gas, this volume explains for the practicing engineer and the engineering student some of the most important and cutting-edge techniques for developing offshore fields on continental margins.

Enhance the quality of survey results by recognizing and reducing measurement errors. Margins of Error: A Study of Reliability in Survey Measurement demonstrates how and hwy identifying the presence and extent of measurement errors in survey data is essential for improving the overall collection and analysis of the data. The author outlines the consequences of ignoring survey measurement errors and also discusses ways to detect and estimate the impact of these errors. This book also provides recommendations of improving the quality of survey data. Logically organized and clearly written, this book: Deconstructs the data gathering process into six main elements of the response process: question adequacy, comprehension, accessibility, retrieval, motivation, and communication Provides an exhaustive review of valuable reliability estimation techniques that can be applied to survey data Identifies the types of questions and interviewer practices that are essential to the collection of reliable data Addresses hypotheses regarding which survey questions, sources of information, and questionnaire formats produce the most reliable data In conjunction with research data gathered on nearly 500 survey measures and the application of an empirical approach grounded in classical measurement theory, this book discusses the sources of measurement error and provides the tools necessary for improving survey data collection methods. Margins of Error enables statisticians and researchers in the fields of public opinion and survey research to design studies that can detect, estimate, and reduce measurement errors that may have previously gone undetected. This book also serves as a supplemental textbook for both undergraduate and graduate survey methodology courses.