Graduated from the University of New Hampshire in December 1992 with a BA in Political Science and a minor in Economics.
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I wrote most of this brochure in 2002.
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This brochure has great quotes from Executive Qualities written by Joseph M. Fox which may encourage sales people to strive to be their best.
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This brochure also mentions many books, articles, and websites which may help sales people become more effective. If customers buy more products and services, jobs are often created and employees may obtain pay raises.
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Recommended articles from Bottom Line Secrets make up the largest portion of this brochure.
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Have worked for Movie Gallery, Inc. since July 1999.
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Sold 313 electronic discount rental cards which was 45 percent of my store's goal of 692 cards during the four week Q1 2002 sale. The sale was from March 11 to April 7. Worked less than 125 hours during the
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The cards sold for $19.99 and are worth $27.
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313 cards multiplied by $19.99 = $6256.87
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During the Q4 2001 sale, Q3 2001 sale, and Q2 2001, Movie Gallery sold rental cards for $19.99. Customers could obtain tickets for 8 movies for $19.99. Customers could obtain tickets for 6 games for $19.99.
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Sold 227 cards during the Q4 2001 sale. The Q4 2001 sale was from November 20, 2001 to January 1, 2002. Worked less than 170 hours during the Q4 2001 sale.
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Sold 130 cards during the Q3 2001 sale. The Q3 2001 sale was from August 27 to September 9, 2001. Worked less than 75 hours during the Q3 2001 sale.
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Sold 205 cards during the Q2 2001 sale. The Q2 2001 sale was from June 13 to July 4, 2001. Worked less than 125 hours.
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313 cards + 227 cards + 130 cards + 205 cards = 875 cards
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875 multiplied by $19.99 = $17491.25
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Number of hours worked during card sales less than 125 + 170 + 75 + 125 = 495
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$17491.25 divided by 495 hours = $35.335859
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HOW THE ELECTRONIC DISCOUNT RENTAL CARDS WERE SOLD
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Had the following sign facing customers.
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NEW RELEASE MOVIES WITHOUT CARD
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$19.99 divided by $3.89 = 5.138817
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NEW RELEASE MOVIES WITH CARD
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$27 divided by $3.89 = 6.940874
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VIDEOTAPE GALLERY RENTALS WITHOUT CARD
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$19.99 divided by $2.49 = 8.02811214
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VIDEOTAPE GALLERY RENTALS WITH CARD
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$27 divided by $2.49 = 10.843379
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$19.99 divided by $4.99 = 4.0060012
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$27 divided by $4.99 = 5.4108216
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ADULT MOVIES WITHOUT CARD
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$19.99 divided by $4.99 = 4.006012
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$27 divided by $4.99 = 5.4108216
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Have a copy of the News Release with the title Attorney General Issues Shopping Safeguards for Holiday Buying facing the customer. The News Release is dated November 21, 2000 and may be found on the New Hampshire Department of Justice website which is www.state.nh.us/nhdoj.
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Many customers thanked me for providing information about laws in New Hampshire dealing with gift certificates. They told me several companies were breaking the law and that they would show them the News Release.
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Go to customer's account to see if the customer has any additional day fees.
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Say cards cost $19.99 and are worth $27.
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Say how much their purchase is costing.
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Say for X amount more you may buy the card for N amount left over.
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Two new releases cost $7.78.
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Say for $12.21 more you may buy the card for $19.99, use the card today, and still have $19.22 left on the card.
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If a customer agrees to buy one card, ask if the customer wants to buy two or more cards.
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If a customer has movies and additional day fees costing $19 or more, tell the customer that the customer should buy one card and ask the customer if the customer would like to buy two or more cards.
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Think of selling the cards as a game that saves the customers money. Rejection is a part of the game. It is often possible to get a customer to buy a card after the first no. It is often possible to get a customer to buy a card after the second no.
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Sometimes, the first no needs to be accepted because of the person's tone of voice and/or body language.
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UNIVERSITY OF NEW HAMPSHIRE, Durham, NH.
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Obtained a BA in Political Science and a minor in Economics in December 1992.
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Took four geography courses due to my strong belief that many businesses would do better internationally if they studied foreign cultures.
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In 1988, founding member of the Emerging Leaders program at the University of New Hampshire which teaches leadership and management skills in seminars.
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Attended Operation Enterprise which is a ten day program conducted by the American Management Association that has business leaders teaching leadership and management skills.
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Executive Qualities by Joseph M. Fox. The book is out of print. The publisher of the ninth edition that came out in February 1988 is Addison-Wesley Publishing Company, Inc. The copyright date for the book is 1976. The ISBN is 0-201-02437-3. It is the best book I have ever read dealing with management and leadership. I hope that many people will contact Pearson Education which owns Addison-Wesley Publishing Company, Inc. and ask them to consider making the book available on an in demand basis if it is unwilling to put it in book stores.
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I called up Addison-Wesley Publishing and found out that if people want the book to be back in print, they need to write to
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Upper Saddle River, New Jersey 07458
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I mailed a letter to the Editor of Pearson Education on April 9, 2002.
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Supersize Your Job. You may order the book from www.supersize-your-job.com. The book is available as a download. I paid more to have the book printed and airmailed to me from Australia.
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The company that publishes Supersize Your Job also publishes Job Secrets Revealed at www.job-secrets-revealed.com. I also paid to have this book airmailed to me from Australia. Job Secrets Revealed may help people obtain better paying jobs.
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Mars and Venus in the Workplace: A Practical Guide for Improving Communication and Getting Results at Work. The ISBN is 0-06-019796-X. The book was recommended to me by a Vice President of a company.
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The Accidental Sales Person: How To Take Control of Your Career and Earn The Respect and Income You Deserve by Chris Lytle. The ISBN is 0-8144-7083-1.
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A Millionaire's Notebook: How Ordinary People Can Achieve Extraordinary Success by Steven K. Scott who is the cofounder of American Telecast Corporation. The ISBN is 0-684-80303-8.
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Artful Persuasion: How To Command Attention, Change Minds and Influence People by Harry Mills. The ISBN is 0814470637. The book is published by the American Management Association.
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WHY Smart People Make Big Money Mistakes and HOW to Correct Them: Lessons from the New Science of Behavioral Economics by Gary Belsky and Thomas Gilovich. The ISBN is 0-684-85938-6.
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The Art of War by Sun Tzu translated by General Samuel B. Griffith. The ISBN is 0-19-501540-1.
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The Second Revised Edition of Strategy by B.H. Liddell Hart. The ISBN is 0-452-01071-3.
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The book is about military strategy.
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How To Sell Anything To Anybody by Joe Girard
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You may check out Joe Girard's website at www.joegirard.com.
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Selling In The Zone written by Chris Lytle who wrote The Accidental Sales Person.
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The Power Of A Great Approach written by Chris Lytle who wrote The Accidental Salesperson.
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How to Earn $240,000 a year: Increase Your Earning Potential written by Chris Lytle who wrote The Accidental Sales Person.
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THINKING BEYOND THE ONE - SIZE - FITS - ALL PAY CUT which was written by Louis Lavelle and Michelle Conlin.
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The article was in the BusinessWeek dated December 3, 2001.
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Hiring the Right Person written by Mark Albright.
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The article was in the March 25, 2002 St. Petersburg Times.
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www.makingthenumbers.com - website of Jack Falvey
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www.joegirard.com - The website of Joe Girard
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www.humormatters.com - the website of HumorMatters
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www.mikestewartseminars.com - the website of Sales Trainer Mike Stewart
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www.pragmatech.com - the website of Pragmatech Software, Inc. which makes sales effectiveness software
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www.dorothyleeds.com - the webiste of Dorthy Leeds
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She promotes her books, tapes, and expertise very well on her website.
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www.seasonalstores.com - the website of Seasonal Specialty Stores
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Seasonal Specialty Stores has the best employment advertisement I have ever seen in the April 14, 2002 Union Leader on page 15. I loved the following lines "We are well known for great products, great service and especially for bright, knowledgeable and friendly help. Unlike most retailers, we do not expect high turn-over or lay offs. If you are willing to learn, we are willing to train - and the more you know, the more you can expect to be paid. We change constantly with the seasons, so that your job will be constantly changing and challenging." This advertisement says great sales people are appreciated. Seasonal Specialty Stores also has a great website.
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www.lytleorganization.com - the website of Chris Lytle
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www.mckinsey.com - the website of McKinsey & Company
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www.bottomlinesecrets.com - the website of Bottom Line Secrets
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www.sigarmsacademy.com - the website of SIGARMS Academy
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SIGARMS Academy has a great advertisement on page A11 of the April 21, 2002 Union Leader which says "WE TEACH EVERYTHING YOU NEED TO KNOW ABOUT HANDLING FIREARMS PROPERLY. INCLUDING HOW TO AVOID USING ONE AT ALL."
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www.impressionimpact.com - the website of Nancy Michaels
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www.liquidwit.com - the website of LiquidWit which provides companies with ideas and creativity for marketing and advertising. The company is recommended by Nancy Michaels.
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www.business-wisdom.com - the website of Innovative Management Solutions
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www.jjillgroup.com - website of the J Jill Group, Inc.
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The website has a nice presentation for potential investors. Heard about the company on CEO Corner on NECN on April 15, 2002.
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www.ljlseminars.com - the website of Lenny Lankowski
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www.salesandmarketing.com - the website of Sales & Marketing Management
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www.icgcommerce.com - the website of ICG Commerce
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www.aberdeen.com - the website of the Aberdeen Group
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www.amanet.org - the website of the American Management Association
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www.nationalgeographic.com - the website of the National Geographic Society
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www.listen.org - the website of the International Listening Association
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www.settletax.com - website of a Settle Tax Law Firm
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www.monster.com - the website of Monster.com
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www.trainingmag.com - the website of Training Magazine
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www.simcocreative.com - the website of Simco Creative Communications
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RECOMMENDED MOVIES DEALING WITH BUSINESS
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A Man For All Seasons with Paul Scofield. The movie is about the life and death of Sir Thomas More and his relationship with King Henry VIII. - The importance of character
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The Man In The Gray Flannel Suit with Gregory Peck - Living the balanced life.
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Tora! Tora! Tora! - The importance of quality intelligence and sharing the information with the people who need it.
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The Secret War Of Harry Frigg With Paul Newman - Real leadership may come from unlikely people.
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Love and Basketball - Desire and preparation
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Swimming With Sharks - What many businesses are doing wrong.
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Baby Boom - marketing creativity
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Efficiency Expert with Anthony Hopkins
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The Long Kiss Goodnight with Geena Davis
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El Mariachi - Changing tactics to survive
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Miracle on 42nd Street - The Black and White Version - Real customer service
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Other People's Money with Danny De Vito, Gregory Peck, and Penelope Ann Miller - Better business strategies
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Othello with Orson Welles
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Glory with Denzel Washington
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In The Company of Spies with Tom Berenger
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Deterrence with Kevin Pollak
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RECOMMENDED ARTICLES FROM BOTTOM LINE SECRETS
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Some of the articles are on Bottom Line Secrets website which is http://www.bottomlinesecrets.com.
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WAYMISH ... Why Are You Making It So Hard For Me To Give You My Money
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Why Are You Making It So Hard For Me To Give You My Money: Part Two
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Ultimate Customer Service
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Getting The Most from Part - Time Employees
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Essentials Of Much Much More Effective Negotiating
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How To Get Invoices Paid On Time Without Offending Customers
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Everyone Can Be A Skilled Persuader: Just Take The Time to Understand How Persuasion Really Works
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Hunt For Hidden Objections
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Five Numbers You Must Know To Run Your Business
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How To Win Back Lost Customers
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How To Keep The Valuable Employees You Want To Hold Onto
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How To Get The Most Out Of Your Sales Reps...Good Times And Bad
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Business - Building Secrets of Master Business Builder Jay Abraham
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What To Do Now To Help Your Business Succeed: Today ... Tomorrow ... And Beyond
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How To Manage Tricky Personnel Problems
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Profit From The Incredible Power of Customer Data
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How To Run Your Business Without Sacrificing Everything Else
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Essential Of Prudent Cash Flow Management for Good Times And Bad
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How To Win The Tricky Health Insurance Game For You ... For Your Business
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How To Get The Most Out Of Managed Care ... More Important Now Than Ever
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Very Shrewd Career Chalk Talk From Harvard Business School
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The Power Of Positive Thinking In Business
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Essential of Preventing Inventory Rip - Offs
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Secrets of Increasing Business Success: Stop Making It So Hard For Customers To Give You Their Money
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Retailing Wisdom: How To Keep Your Business Growing
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Much ... Much Smarter Selling
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How To Win Today's High Pressure Retailing Wars
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Easy Ways To Make Your Business Much More Profitable
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Pressure To Increase Profits - How To Keep Customers Coming Back Again And Again
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How Don Peppers And Martha Rogers Help Their Clients Keep All Customers Happy One - At - A Time ... All The Time
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Stay A Step Ahead Of The Business Slowdown Cut Costs And Boost Revenue Now
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From IBM ... Winning E- Business Strategies For Small Companies
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The Power Of Teamwork: Practical Strategies For Success
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Financial Controls To Boost Your Business
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Everyone In Your Business Has Great Ideas ... How To Make All Ideas Count
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Maximize profits With The Right Pricing Strategy
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The Power Of Teamwork: Practical Strategies For Success
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Using The Lessons Of Failure To Boost Your Success
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Lessons For Business Owners In Good Judgement: Personal Judgement Business Judgement
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Boost Customer Loyalty With Customized Marketing
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Brian Tracy's Success Formula For You And Your Business
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Following The Simple Rules Of Continuous Improvement To Improve Your Business And Yourself
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Stephanie Winston Time - Management Expert Helps Business Owners Manage Time Better
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Great Mentoring The Super Business Builder
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Direct Marketing Advice From The Great Denny Hatch
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Powerful Ways To Boost Web Sales
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How To Supercharge Your Career: Secrets From America's Leading CEO's
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Strategies For Winning The Very Tight Labor Market
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Some Businesses Are making Money On The Internet - You Can, Too
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Business - Building Secrets
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Some Ways To Use Testimonials Are Much More Effective Than Others
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Protect Customers' On Line Privacy
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How To Deal With Tough Customers
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Easy ... Important Formula To Avoid Losing Key People
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E - Mail Marketing Winning Strategies From Seth Godin: Internet Companies In Trouble ... While E - Mail Marketing Soars
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How To Build An Internet Business Without Risking A Fortune
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Terri Lonier's Formula To Maximize Office Efficiency
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Market Watcher Faith Popcorn Tells How To Market To Women: They're More Important Than Ever
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Turn Customer Complaints To Your Advantage
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When You Buy At The Same Store Frequently.
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Building Profitable Relationships With Customers And Vendors
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Customers Are More Interested In Your Product Or Service
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Mistakes to Avoid When Establishing Your Business On The Web
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Print Advertising Mistakes That So Many Businesses Make Can Be Avoided
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The Magic Of "BUZZ" ... How To Add It To Your Business
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Reward Good Customer Service BY Making It Part Of Compensation Reviews.
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Self - Audit Your Company's Customer Service
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Mrs. Fields' Cookie Magic: How To Turn Your Passion Into Profits
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Call Center Cost Control.
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Competing Against Companies Much Bigger Than Yours: Success Strategies Made Simple
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How To Boost Your Business By Boosting Your Community
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Customer Satisfaction Secrets
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Keep Your On - Line Customers Coming Back ...When The Competition Is A Click Away
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How Your Website Can Keep Customers Returning Again And Again
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I have long thought that the more libraries and the better libraries a nation has the better educated it will be, the more technologically advanced it will be, the more upwardly mobile it will be, and the better able it will be to solve its problems. I hope that individuals and businesses will make donations to libraries. I mailed a donation to
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Carpenter Memorial Building
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