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e liked your proposal, but . . . When a buyer starts a conversation that way, you d probably rather endure a multihour airport wait than listen to the rest. Once you hear, We re going with another company, your rst impulse might be to try and swing the apparent loss to the win column. Through questions and clari cations, some sellers have been known to persuade buyers to reconsider a decision. If nothing else, try to keep the door open for the future by asking whether it s okay to stay in touch. It s rare for a client to say no to that request, which represents a small victory. Even if the decision to use another seller is nal, there s a wealth of market intelligence buried in that decision, and it s too valuable to leave unearthed. Yet, in an extensive study of sales practices, only 26 percent of responding sales professionals agreed with the statement, Win or lose, we get accurate feedback on all proposals from our customers. 1 Why do so few services sellers get this feedback For some, the reason may be the pressure they feel to move on to the next opportunity. Others may be uncomfortable asking a client to explain a decision, especially if it was a rejection. To improve your odds of winning in the future, you have to face up to the reasons behind clients buying decisions.

The number of jobs per class is constant in a chain, but within the chain jobs can change their class. Therefore, if a job of chain q visits node i, it is impossible to know to which class it belongs because we consider a chain to be a single entity. If we make the transformation class + chain,

You can bypass the whole faxmodem/phone-line business and use the Internet to send and receive faxes. This isn t really a Windows XP thing per se. It s a service you subscribe to on the Internet. But once you ve established an account, you can certainly use Windows XP to send and receive faxes with that account. Exactly how you do that depends on which service you use. To learn more about these services, visit either of the following Web sites: eFax: www.efax.com Venali: www.venali.com If you use Microsoft Office, you may be able to sign up for a fax service right from an Office application. For example, if you open a document in Microsoft Word and choose File Send To Recipient Using Internet Fax Service (see Figure 23-3), you can work your way to the Office Marketplace, which may provide more offerings by the time you read this.

rently assigned to the dean s of ce. Borden is the author of the Advertising in Our Economy and the classic book The Economic Effects of Advertising. Professor Borden can be reached by mail at Faculty Pavilions, Room 165, Charlottesville, VA 22904-4321, or by e-mail at nhb@Virginia.edu.

An effective leader can go on vacation for two weeks or more and truly enjoy it Why not Such a leader has hammered home the core values and has established well-defined goals for each manager Most importantly, he or she has put a great team in place and has given people the latitude to make the right decisions without calling the business owner first If the owner of a growing company who is on vacation has to call in every set break from her mixed doubles set, she has failed as a leader Consider Ted Turner, the quintessential fast-growth entrepreneur Have you ever wondered how ol Ted managed to lead his organization through its staggering growth, while simultaneously finding the time to win yachting races When Ted Turner won the America s Cup in 1977, he was running Turner Broadcasting and owned the Atlanta Braves and Atlanta Hawks.

Throughout the launch of CNN in 1980, he was still racing boats and trying to recapture the Cup crown Yvon Chouinard, the founder of adventure gear catalog Patagonia, worked in the company headquarters for only six months a year The rest of the year he was off climbing other mountains literally Their first mail order piece stated, Don t expect speedy delivery in the [prime climbing] months of May, June, July, August and September Chouinard continued to climb mountains around the world as Patagonia became an Inc 500 winner and a household name Richard Branson s worldwide Virgin brands were never built while he sat in an office Even while he was establishing Virgin Atlantic Airways, opening music superstores, and signing bands to his record label in the 1980s and 1990s, he was setting records in his hot air balloon and speedboat.

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FIND THE BEST SUPPLIERS, PARTNERS, AND CUSTOMERS One last note about having the best people on board: Small business owners and managers should not stop at the hiring.