Dear friends, This book is written to clear the concept of Aftermarket Sales and Customer Support - the two important hooks nowadays in the competitive market. The initial business is generated by well-groomed and extroverted salespersons but it’s the Aftermarket (AM) Sales and Service team’s responsibility to keep the users happy so that they become die heart fans of your products or services. The book reveals methods and the hidden qualities that add up to convert the AM team into an efficient team of salespersons. It elaborates on the ways to create a confident and synergic sales and service team with technical expertise and smart activities to ensure reduced downtime, delays and to thereby influence direct profit. The experience of pan Indian business culture also takes the reader through the exciting journey of a service person to that of the pan India Aftermarket Sales Manager. This book can be used as a roadmap by upcoming team leaders for their individual and professional growth.

“Always be closing!” —Glengarry Glen Ross, 1992 “Never Be Closing!” —a sales book title, 2014 “?????” —salespeople everywhere, 2017 For decades, sales managers, coaches, and authors talked about closing as the most essential, most difficult phase of selling. They invented pushy tricks for the final ask, from the “take delivery” close to the “now or never” close. But these tactics often alienated customers, leading to fads for the “soft” close or even abandoning the idea of closing altogether. It sounded great in theory, but the results were often mixed or poor. That left a generation of salespeople wondering how they should think about closing, and what strategies would lead to the best possible outcomes. Anthony Iannarino has a different approach geared to the new technological and social realities of our time. In The Lost Art of Closing, he proves that the final commitment can actually be one of the easiest parts of the sales process—if you’ve set it up properly with other commitments that have to happen long before the close. The key is to lead customers through a series of necessary steps designed to prevent a purchase stall. Iannarino addressed this in a chapter of The Only Sales Guide You’ll Ever Need—which he thought would be his only book about selling. But he discovered so much hunger for guidance about closing that he’s back with a new book full of proven tactics and useful examples. The Lost Art of Closing will help you win customer commitment at ten essential points along the purchase journey. For instance, you’ll discover how to: · Compete on value, not price, by securing a Commitment to Invest early in the process. · Ask for a Commitment to Build Consensus within the client’s organization, ensuring that your solution has early buy-in from all stakeholders. · Prevent the possibility of the sale falling through at the last minute by proactively securing a Commitment to Resolve Concerns. The Lost Art of Closing will forever change the way you think about closing, and your clients will appreciate your ability to help them achieve real change and real results.\

This book is about running modern industrial enterprises with the help of information systems. Enterprise resource planning (ERP) is the core of business information processing. An ERP system is the backbone of most companies' information systems landscape. All major business processes are handled with the help of this system. Supply chain management (SCM) looks beyond the individual company, taking into account that enterprises are increasingly concentrating on their core competencies, leaving other activities to suppliers. With the growing dependency on the partners, effective supply chains have become as important for a company's success as efficient in-house processes. This book covers typical business processes and shows how these processes are implemented. Examples are presented using the leading systems on the market – SAP ERP and SAP SCM. In this way, the reader can understand how business processes are actually carried out "in the real world".

This guidebook for technical recruiters is an essential resource for those who are serious about keeping their skills up-to-date in the competitive field of technical resource placement. Recruiting can be challenging with little background in technology, technology roles, or an understanding of how the two interact. In this book, you will learn the fundamentals of technology from basic programming terms, to database vocabulary, network lingo, operating system jargon, and other crucial skill sets. Topics covered include: - What questions to ask candidates - How to determine when someone is embellishing his or her skills - Types of networks and operating systems - Software development strategies - Software testing - Database job roles - And much more! Armed with indispensable information, the alphabet soup of technology acronyms will no longer be intimidating, and you will be able to analyze client and candidate requirements with confidence. Written in clear and concise prose Technology Made Simple for the Technical Recruiter is an indispensable resource for any technical recruiter.

This document provides information on the nature, working conditions, and employment opportunities of 42 industries that accounted for nearly 3 of 4 wage and salary jobs in 1998. The following are among the types of information provided for each industry discussed: (1) nature of the industry (goods produced and services provided, individual segments, production processes, changes occurring in technology and business practices); (2) working conditions (physical environment, hours of work, physical activities essential to successful job performance, proportion of part-time workers, rate of job-related injury and illness, extent and frequency of travel); (3) employment (number of wage and salary jobs, number of self-employed persons, data on workers' age, concentration by state, unusual characteristics of workers); (4) occupations in the industry (job titles in the industry, current and projected wages and salaries by occupation); (5) training requirements and advancement opportunities (formal education, training, and experience required; paths of career advancement; opportunities for self-employment); (6) earnings; and (7) outlook (projected rates of job growth/decline and factors likely to influence them). The industries profiled are as follows: agriculture, mining, and construction; manufacturing; transportation, communications, and public utilities; wholesale and retail trade; finance and insurance; services; and government. A total of 197 tables/figures are included. (MN)

SAP is the world's leading provider of ERP software and services, with worldwide revenue in 2004 of $9.7 billion and a 57 percent market share among major business application providers; it is one of the world's largest software companies overall ERP is a flexible, open technology platform that helps businesses run more efficiently (and profitably) by providing integrated management of key operations and supply chains Written for IT professionals who find it hard to get through SAP's complex documentation, our book demonstrates how ERP can cut costs, provides a clear overview of how the ESA (enterprise service architecture) model affects ERP, and shows how to implement the new ERP in the real world Topics covered include reducing the cost of an existing IT backbone, using the new ERP to address a company's "pain points" and challenges, and proving the value of ERP through ROI (return on investment) and TCO (total cost of ownership) studies