Developing and Role Playing Effective Sales Presentations
Author: David Sellars
Developing and Role Playing Effective Sales Presentations is entirely dedicated to the sales process and developing the sales call. Each student builds and role plays an actual presentation using a simple, learn-by-doing process that is consistent with the techniques of leading corporate sales trainers. Students begin the process of developing a sales presentation by choosing actual products or services that they can sell, then they gather information needed for the presentation. Students plan what will then be communicated in the four sections of the sales presentation: The Approach, Securing Desire, Handling Objections, and Closing the Sale. Finally, they role-play the presentation, ensuring that they can combine all parts of the sales process effectively.
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Communication Systems
Author:
* Covers the three major areas: signal and system analysis, analog communication, and digital communication
* Emphasis on HDTV, LANs, WANs, satellite (iridium) telephone systems to address changes in professional arena
* Features examples and exercises within each chapter, helping to master new concepts as they are introduced
Bruce Carlson (Troy, NY) teaches at Rensselaer Polytechnic Institute.P.B. Crilly (Knoxville, TN) teaches at University of Tennessee.Janet Rutledge (Evanston, IL) teaches at Northwestern University.
Table of Contents:
| Ch. 1 | Introduction | 1 |
| Ch. 2 | Signals and Spectra | 17 |
| Ch. 3 | Signal Transmission and Filtering | 75 |
| Ch. 4 | Linear CW Modulation | 141 |
| Ch. 5 | Exponential CW Modulation | 183 |
| Ch. 6 | Sampling and Pulse Modulation | 231 |
| Ch. 7 | Analog Communication Systems | 257 |
| Ch. 8 | Probability and Random Variables | 311 |
| Ch. 9 | Random Signals and Noise | 351 |
| Ch. 10 | Noise in Analog Modulation Systems | 397 |
| Ch. 11 | Baseband Digital Transmission | 435 |
| Ch. 12 | Digitization Techniques for Analog Messages and Networks | 493 |
| Ch. 13 | Channel Coding and Encryption | 547 |
| Ch. 14 | Bandpass Digital Transmission | 611 |
| Ch. 15 | Spread Spectrum Systems | 671 |
| Ch. 16 | Information and Detection Theory | 696 |
| App | Circuit and System Noise (9.4) | 760 |
| Tables | 780 | |
| Solutions to Exercises | 794 | |
| Answers to Selected Problems | 825 | |
| Supplementary Reading | 832 | |
| References | 835 | |
| Index | 839 |
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