Books published by publisher McGraw-Hill SRA

Written by Neil Rackham, former president and founder of Huthwaite corporation, SPIN Selling is essential reading for anyone involved in selling or managing a sales force. Unquestionably the best documented account of sales success ever collected and the result of the Huthwaite corporation's massive 12 year, $1 million dollar research into effective sales performance, this groundbreaking resource details the revolutionary SPIN (Situation, Problem, Implication, Need payoff) strategy. In SPIN Selling, Rackham, who has advised leading companies such as IBM and Honeywell delivers the first book to specifically examine selling high value product and services. By following the simple, practical, and easy to apply techniques of SPIN, readers will be able to dramatically increase their sales volume from major accounts. Rackham answers key questions such as “What makes success in major sales” and “Why do techniques like closing work in small sales but fail in larger ones?” You will learn why traditional sales methods which were developed for small consumer sales, just won't work for large sales and why conventional selling methods are doomed to fail in major sales. Packed with real world examples, illuminating graphics, and informative case studies and backed by hard research data SPIN Selling is the million dollar key to understanding and producing record breaking high end sales performance. Sales Behavior and Sales Success. Obtaining Commitment: Closing the Sale. Customer Needs in the Major Sale. The SPIN Strategy. Giving Benefits in Major Sales. Preventing Objections. Preliminaries: Opening the Call. Turning Theory into Practice.

Help your students prepare for this test with Scoring High on the SAT/10. Student editions contain expanded practice opportunities with more than 80 added pages to help students with all areas of the test, including reading, language arts, mathematics, and listening skills. Each student book also presents a model of the Stanford Achievement Test that the students will be taking, helping them to become comfortable with the format of the test. The teacher's edition contains updated questions, format, and content areas to help prepare students for the SAT/10.

About the Book: When it comes to delivering a pitch, Oren Klaff has unparalleled credentials. Over the past 13 years, he has used his one of a kind method to raise more than $400 million and now, for the first time, he describes his formula to help you deliver a winning pitch in any business situation. Whether you're selling ideas to investors, pitching a client for new business, or even negotiating for a higher salary, Pitch Anything will transform the way you position your ideas. According to Klaff, creating and presenting a great pitch isn't an art it's a simple science. Applying the latest findings in the field of neuroeconomics, while sharing eye opening stories of his method in action, Klaff describes how the brain makes decisions and responds to pitches. With this information, you'll remain in complete control of every stage of the pitch process. Pitch Anything introduces the exclusive STRONG method of pitching, which can be put to use immediately: Setting the Frame Telling the Story Revealing the Intrigue Offering the Prize Nailing the Hookpoint Getting a Decision One truly great pitch can improve your career, make you a lot of money and even change your life. Success is dependent on the method you use, not how hard you try. "Better method, more money," Klaff says. "Much better method, much more money." Klaff is the best in the business because his method is much better than anyone else's. And now it's yours. Apply the tactics and strategies outlined in Pitch Anything to engage and persuade your audience and you'll have more funding and support than you ever thought possible.

Motivate students with our best-selling series of high-interest selections This best-selling series motivates students with high-interest selections at a higher readability level Emphasis is on reading nonfiction Critical thinking questions prepare students for state and national tests Critical Reading, a perennial favorite for middle school and high school students of all ability levels, fascinates with astounding and intriguing stories of real-life adventure. Comprehension questions reinforce literal understanding, while critical thinking questions encourage students to consider the author’s purpose, make inferences, identify cause and effect, and make predictions. The entire series is designed to reinforce state reading standards. The selections in the Critical Reading series are at the highest level of readability in our triple-threat offering which also includes The Real Deal and The Wild Side. Reading Level 6-8 Interest Level 6-12

“We're going to raise traders just like they raise turtles in Singapore.” So trading guru Richard Dennis reportedly said to his long-time friend William Eckhardt nearly 25 years ago. What started as a bet about whether great traders were born or made became a legendary trading experiment that, until now, has never been told in its entirety. Way of the Turtle reveals, for the first time, the reasons for the success of the secretive trading system used by the group known as the “Turtles.” Top-earning Turtle Curtis Faith lays bare the entire experiment, explaining how it was possible for Dennis and Eckhardt to recruit 23 ordinary people from all walks of life and train them to be extraordinary traders in just two weeks. Only nineteen years old at the time-the youngest Turtle by far-Faith traded the largest account, making more than $30 million in just over four years. He takes you behind the scenes of the Turtle selection process and behind closed doors where the Turtles learned the lucrative trading strategies that enabled them to earn an average return of over 80 percent per year and profits of more than $100 million. You'll discover How the Turtles made money-the principles that guided their trading and the step-by-step methods they followed Why, even though they used the same approach, some Turtles were more successful than others How to look beyond the rules as the Turtles implemented them to find core strategies that work for any tradable market How to apply the Turtle Way to your own trades-and in your own life Ways to diversify your trading and limit your exposure to risk Offering his unique perspective on the experience, Faith explains why the Turtle Way works in modern markets, and shares hard-earned wisdom on taking risks, choosing your own path, and learning from your mistakes.

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For over 25 years, this program from Barnell Loft has been proven to successfully build comprehension skills. The Specific Skill Series increases the proficiency of all students in all skill areas, although it works especially well for remedial instruction. This updated classic, with reading selections and contemporary artwork, builds 9 essential skills: Working Within Words Using the Context Getting the Facts Drawing Conclusions Identifying Inferences Following Directions Locating the Answer Getting the Main Idea Detecting the Sequence Features: Each skill is developed through individual books tailored for each reading level Short reading passages capture students' interest Consistent format promotes rapid skill acquisition Can be used one-on-one, in small groups, or with your entire class

For New condition books; You will be the first to open the book cover. For Used condition books; It shows signs of wear from consistent use, but it remains in good condition and works perfectly. There are no problems in page content and in the paper. Shipping fast. All pages and covers are readable. May be ex-library book, and may not include any access codes, CDs or DVDs. All pages and cover are intact , but may have aesthetic issues such as price clipping, nicks, scratches, and scuffs. Pages may include some notes and highlighting. Tracking provided on most orders. 100% Satisfaction is Guaranteed!