New PDF release: Closing Techniques (That Really Work!) (4th Edition)

By Stephan Schiffman

ISBN-10: 1598698206

ISBN-13: 9781598698206

Ebook Date: February 18, 2009

Many salespeople can line up clients, recite some great benefits of their services or products, and stir the curiosity in their patron. but if it involves really remaining the deal, they fail and the sale falls aside. That's the place revenues guru Stephan Schiffman comes in--and saves the sale. during this publication, Schiffman finds the pioneering suggestions that experience helped greater than part 1000000 salespeople nail the revenues that topic. This e-book contains chapters on: the 4 phrases to prevent in the course of conferences; why salespeople shouldn't combine company with excitement; crucial notice whilst final a sale; and dealing present bills.

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Additional info for Closing Techniques (That Really Work!) (4th Edition)

Sample text

Reduce the number of characteristics into the major evaluative dimensions of customers using factor analysis. 4. Implement the customer satisfaction measurement program using the defined satisfaction dimensions. The criticism and the problems related to the application of factor analysis to market survey data do not differ from those of multiple regression analysis. g. selecting the appropriate technique to rotate the factor solution). 30 2. , 1971; Hayes, 1992; Naumann and Giel, 1995; Hill, 1996; Vavra, 1997).

5. E(η) = E(ξ) = E(ζ) = E(ε) = E(δ) = 0 ε uncorrelated with η, ξ, and δ δ uncorrelated with ξ, η, and ε ζ uncorrelated with ξ (I−B) nonsingular It can be shown that the covariance matrix for the observed variables derived from raw data is a function of eight parameter matrices: Λx, Λy, Γ, Β, Φ, Ψ, Θδ, and Θε. Thus, given a hypothesized model in terms of fixed and free parameters of the eight-parameter matrices, and given a sample covariance matrix for the measured variables, one can solve for estimates of the free parameters of the model.

3. Satisfaction results: Following Hirschman’s (1970) exit-voice, the consequences of customer satisfaction are focused on customer complaints and loyalty (Fornell and Wernefelt, 1987, 1988). Loyalty is the main dependent variable in the model because of its value as a proxy for profitability. In this approach, customer satisfaction is based on multiple indicators and it is measured as a latent variable using Partial Least Squares (PLS). PLS is able to estimate this causal model and it is preferred because it is an iterative procedure that does not impose distributional assumptions on the data.

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Closing Techniques (That Really Work!) (4th Edition) by Stephan Schiffman


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