IESE (España)
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10 New Skills That Every Worker Needs
Fidler, Devin; Gorbis, MarinaArticle ART-2078-EKnowledge and Communication, Leadership and People ManagementThe current changes affecting society demand that workers acquire new skills to navigate the emerging environment. In this article, researchers from the Institute for the Future share the findings of a recent study carried out in collaboration with entrepreneurs, academics and business leaders, in which they explore the implications of these changes on the nature of work and careers. They list 10 specific new skills that can help workers achieve ...Starting at €8.20
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¿Quiere facturar más? Venda de otra manera
Rackham, NeilArticle ART-2595MarketingMuchos creen que vender consiste en cantar las bondades de un producto como si fuéramos un folleto parlante. Pero una encuesta del autor revela que este método es el menos convincente. Los clientes quieren valor, por lo que los comerciales harían bien en incrementarlo en lugar de limitarse a comunicar. Según este experto en técnicas de venta, resolver los problemas de los clientes y aconsejarles en el plano estratégico son los enfoques con más po...Starting at €8.20
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To Increase Sales, Change the Way You Sell (Portuguese Version, Brazil)
Rackham, NeilArticle ART-2595-PBMarketingMany people think selling is about extolling product features, acting like some kind of talking brochure. Yet a survey of buyers reveals that approach to be the least convincing. Customers want value, so salespeople need to start creating it rather than merely communicating it. Solving problems for the customer and giving them strategic-level advice afford the most possibilities to create value, argues the author, an expert on successful, effecti...Starting at €8.20
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Las diez competencias que necesitarán sus empleados
Fidler, Devin; Gorbis, MarinaArticle ART-2078Knowledge and Communication, Leadership and People ManagementLos cambios que vive actualmente la sociedad exigen que los trabajadores adquieran nuevas habilidades para afrontar el futuro. En este artículo, dos investigadores del Institute for the Future exponen los hallazgos de un estudio sobre las consecuencias de dichos cambios en la naturaleza del trabajo y las carreras profesionales, realizado en colaboración con emprendedores, académicos y empresarios. Los autores presentan diez nuevas competencias qu...Starting at €8.20
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To Increase Sales, Change the Way You Sell
Rackham, NeilArticle ART-2595-EMarketingMany people think selling is about extolling product features, acting like some kind of talking brochure. Yet a survey of buyers reveals that approach to be the least convincing. Customers want value, so salespeople need to start creating it rather than merely communicating it. Solving problems for the customer and giving them strategic-level advice afford the most possibilities to create value, argues the author, an expert on successful, effecti...Starting at €8.20