Books published by publisher Mcgraw-Hill

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.

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.

The classic guide to constructing a solid portfolio - without a financial advisor! "With relatively little effort, you can design and assemble an investment portfolio that, because of its wide diversification and minimal expenses, will prove superior to the most professionally managed accounts. Great intelligence and good luck are not required." William Bernstein's commonsense approach to portfolio construction has served investors well during the past turbulent decade - and it's what made The Four Pillars of Investing an instant classic when it was first published nearly a decade ago. This down-to-earth book lays out in easy-to-understand prose the four essential topics that every investor must master: the relationship of risk and reward, the history of the market, the psychology of the investor and the market, and the folly of taking financial advice from investment salespeople. Bernstein pulls back the curtain to reveal what really goes on in today's financial industry as he outlines a simple program for building wealth while controlling risk. Straightforward in its presentation and generous in its real-life examples, The Four Pillars of Investing presents a no-nonsense discussion of: The art and science of mixing different asset classes into an effective blend The dangers of actively picking stocks, as opposed to investing in the whole market Behavioral finance and how state of mind can adversely affect decision-making Reasons the mutual fund and brokerage industries, rather than your partners, are often your most direct competitors Strategies for managing all of your assets - savings, 401(k)s, home equity - as one portfolio Investing is not a destination. It is a journey, and along the way are stockbrokers, journalists, and mutual fund companies whose interests are diametrically opposed to yours. More relevant today than ever, The Four Pillars of Investing shows you how to determine your own financial direction and assemble an investment program with the sole goal of building long-term wealth for you and your family.

“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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This step-by-step DIY guide shows entrepreneurs how to create and launch new products, package and market to consumers, and build a thriving business. Do you have an idea for a business but don't know where to start? Thanks to high-speed Internet, game-changing technology, and innovative new platforms, you can go from idea to marketplace on a shoestring budget - and join the growing movement of successful makers who've built their businesses from the ground up. In How We Make Stuff Now, Jules Pieri - cofounder and CEO of The Grommet, a product launch platform that helps innovative products reach a community of millions - guides you through every step of the consumer product creation process. Learn how to: Develop an idea with vision and heart Tap into established sources of expertise Formulate and refine your business plan Design a product from prototype to perfection Find the funds you need to launch your business Explore innovative packaging, manufacturing, and distribution options Market your product via social media and online sites Manage your finances and inventory to maximize profits Expand your business and grow into the global marketplace You'll find fascinating case studies of successful startups - and discover how the smartest entrepreneurs overcome obstacles, solve challenges, and rise above the competition to deliver innovative products that consumers can't resist. It's all here in one easy-to-use action plan. Whether you're a self-starting newcomer to the world of e-commerce, a member of the maker movement, or an experienced entrepreneur, the first crucial step in your journey to turning little ideas into big businesses is learning How We Make Stuff Now.

An essential guide to everything you need to stay sheltered, fed, healthy, and safe in the backcountry Organized around the six essentials of survival (shelter, water, food, fire, comfort and health, and navigation), Wilderness Survival Handbook covers 100 skills and techniques, including preserving fire, building pit shelters, toolmaking, stoneboiling cookery, and trapping and hunting animals with handmade tools and weapons. By mastering these skills, you will be able to survive with few tools or provisions in any wilderness setting--forest, plain, desert, or tundra--in nearly any part of the world.

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.