Most sales and marketing consultants subscribe to an “event” model of selling. You will find books written on single subjects such as closing the sale, referral selling, and overcoming objections. Many of these models and books are loaded against long-term success in selling professional services. Selling professional services is not an event, it is a process. Although pieces do have usefulness when placed in the context of the selling process, you may develop great skill in closing the sale and still not close many sales because you closed too soon or too late. This book, addressed to senior associates and partners of accounting, law, consulting, and other professional business services, describes selling as a process. I cover the three levels of the selling process:The development of the relationship, the buying process of the client, and the selling process of the professional. This is the process we use in The Rainmaker Academy, a leadership and business development program for professionals. It has been tested and found highly effective in hundreds of the world’s most successful firms.

Кл.слова:
продаж -- прийняття рішень

Whether you're an independent contractor, freelancer, or consultant, it all adds up to the same thing: you need to be more aware of laws and taxes than the average person. Fortunately, Working for Yourself provides all the information you need to stay on top of it all. An independent contractor himself, author Attorney Stephen Fishman shows you everything you need to know to: *meet business start-up requirements *set up home or outside offices *comply with strict IRS rules *establish sound business relationships *avoid unfair contracts *draft good agreements *get paid in full and on time The 5th edition now provides information on leasing space for work, Health Savings Accounts and solo 401(k) plans. It also examines how to choose a business name, deal with audits, take a home office deduction -- and much more.

Кл.слова:
ділові відносини -- договір -- угода -- провадження бізнесу

Like most small business owners, you probably can't afford to hire a lawyer to draft the legal documents you need in the course of your day-to-day business. Now there's an affordable solution -- Legal Forms for Starting & Running a Small Busines, which provides you with over 60 legal forms and documents and all the step-by-step instructions you need to use them.

Кл.слова:
бізнес -- право

Balances its wealth of reproducible documents with straightforward “how-to” instructions and advice. Attorney Fred S. Steingold practices law in Ann Arbor, Michigan. An expert on small business law, he represents and advises many small businesses. He is the author of Legal Guide for Starting & Running a Small Business and The Employer’s Legal Handbook. His monthly column, "The Legal Advisor," is carried by trade publications across the country.

Кл.слова:
бізнес -- право

Small business owners are regularly confronted by a bewildering array of legal questions and problems. Ignoring them can lead to disaster -- but with lawyers typically charging $150-$250 an hour, calling one to answer routine legal questions can be a fast track to the poorhouse.

Кл.слова:
бізнес -- право

This concise and current guidebook to the legal issues involved with conducting e-business is a one-stop source for both domestic and cross-border laws and regulations. Any business that conducts commerce via a Web site must deal with these issues with regard to numerous situations. This book addresses the legal ramifications of developing and hosting websites, explains how to minimize liability through the use of website Terms of Use and user agreements, explicates specific international issues arising from the conduct of e-commerce, examines online marketing and advertising, online privacy issues, and online intellectual property rights. Entrepreneurs, executives, and corporate counsel from enterprises of all sizes and in all industries will benefit from this useful legal roadmap.

Кл.слова:
бізнес -- право

The scope of US antitrust law as defined in the Supreme Court's decisions in Trinko and Credit Suisse Securities is much narrower than the scope of EU competition law. US antitrust enforcers have become increasingly reluctant to apply antitrust rules to regulated markets, whereas the European Commission has consistently used EU competition rules to correct the externalities resulting from government action. The contrasting approaches adopted by US and EU antitrust enforcers to these issues, as with the differences in addressing market dominance, have had a profound impact on the scope of antitrust intervention in the IP field. This book provides an in-depth analysis of the relevant recent developments on both sides of the Atlantic and identifies the pitfalls of regulating IP through competition rules. With a unique comparative perspective, this book will be an invaluable resource for postgraduate students, academics and practitioners in IP and competition law.

Кл.слова:
антимонопольний закон

Another in the Silver Lake Publishers small business series: an essential resource for starting a business today — after the lessons of the dot.com recession. Most entrepreneurs already know their businesses well and have common sense what they need are fundamental, practical tools for creating successful systems within the business. This book shows them how including: * background discussion of business structures * legal forms for filing necessary paperwork * general advice for how to get started on the right footing * definitions of concepts, markets and market relationships * worksheets, standard letters, sample documents and other tools * a modular system for building the plans and reports that lenders and investors need

Кл.слова:
підприємництво -- провадження бізнесу