الإعلام الجديد وإثراء المعرفة - هاني المنيعي

ا2ع0م الجديد وإثراء ا%عرفة

إعداد و تقديم :- م. هاني عبدالرحيم ا%نيعي

Tuesday, May 3, 2011

إثراء ا%عرفة

هل

ا%عرفة = قراءة الكتب


إثراء ا%عرفة

ا%عرفة = القراءة


وسائل إثراء ا%عرفة

محاضرات و مؤتمرات



محاضرات ُكتب


وسائل إثراء ا%عرفةالكتب الصوتية



الكتب الصوتية


Published by Soundview Executive Book Summaries, P.O. Box 1053, Concordville, PA 19331 USA© 2006 Soundview Executive Book Summaries • All rights reserved. Reproduction in whole or part is prohibited.

How to Win and Keep Big Customers

BAG THEELEPHANT!THE SUMMARY IN BRIEF

Have you ever dreamed of landing that huge account — the monstercontract that dwarfs any deals you’ve made previously, dramaticallyincreasing the size of your profits? “Bagging the Elephant” brings you new,deeper streams of revenue, and keeping that Elephant happy ensures profitsfor years to come.

If you are the owner of a small or medium-sized business, this summarywill show you how to find the right Elephant for your business and businessneeds, navigate your way through huge companies, identify and secureinternal champions, build strong alliances, and position your sellingapproach for maximum effectiveness. Are you afraid that your company’sculture won’t be a good match for an Elephant’s culture? This summaryexplains how to align them to get the most out of your relationship. Are youhaving trouble finding the right decision maker in a prospect’s company?This summary also shows you how to use the Elephant’s inherent bureau-cracy to your advantage.

In addition, you will learn:! The Elephant needs you. You might ask yourself, “What could I pos-

sibly have to sell that a big company would want?” The answer is, plenty, ifyou match your products and services to the company’s needs.

! Six keys to thinking like an Elephant. In order to best develop and lever-age your relationships with large firms, you need to know how they go abouttheir business and to anticipate needs before the Elephants even recognize them.

! How to embrace the bureaucracy. In large companies, bureaucracyis a given, and you can make it work for you by aligning your outputs andprocesses to make life easier for your client and, by extension, yourself.

! How to draw up your hit list. Don’t be afraid to think outside the usualbox to come up with the Elephants you will hunt. Ultimately, however, the busi-ness you pursue must make sense for your organization and your prospects.

! How to recruit great champions. Your attempts to bag Elephants willonly prove successful if you have the right people on your side — people onthe inside of the prospective organization who will speak up for you andinfluence decision makers on your behalf. These are the champions of yourorganization in more ways than one.

Concentrated Knowledge™ for the Busy Executive • www.summary.com Vol. 28, No. 3 (3 parts), Part 2, March 2006 • Order # 28-07

CONTENTSThe Elephants Need YouPage 2

Six Keys to Thinking Like an ElephantPages 3, 4

What to Know About ElephantsPage 4

Embracing the BureaucracyPages 4, 5

Drawing Up Your Hit ListPage 5

Knocking on DoorsPages 5, 6

Matching the ProspectorTo the ProspectPages 6, 7

Face to Face With Your ProspectPage 7

Standing Up to Your ElephantIn NegotiationsPage 7

Recruiting Great ChampionsPages 7, 8

Putting Your Elephant to WorkPage 8

By Steve Kaplan

FILE:SALES®


ملخصات الكتب



ملخصات الكتب



الكتب اFلكترونية



التفاعلية



الِقراع



ا%دونات


وسائل إثراء ا%عرفةا%واقع اFجتماعية



مواقع البحث



التجارب العلمية


وسائل إثراء ا%عرفةا%هارات



إبداعات


في الختام

ما هو ا%طلوب


ا2ع0م الجديد وإثراء ا%عرفة

م. هاني عبدالرحيم ا%نيعيMobile :- +965 99170575

[email protected]

t :- @haniham

أشكر لكم الحضور


mailto:[email protected]

mailto:[email protected]

http://www.al-menaii.com

http://www.al-menaii.com

الإعلام الجديد وإثراء المعرفة - هاني المنيعي

Education