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part one: HOW BUSINESS WORKS 1. Change: How to thrive during uncertainty by driving change 2. Walk Your Talk: How to earn respect by aligning whatyou say with whatyou do 3. Dollars and Sense: How to useyour company's financial data to set priorities 4. Politics: How to maneuver through workplace dynamics-good and bad-to get things done 5. Customers: How to identify whatyour customers really think 6. Relationships: How to be a successful team player part two: SALES 7. Sales Autopsy: How to make sense of losing a key customer 8. Know Your Market: How to understand what the market wants soyou can deliver 9. Qualifying: How to identiy your most likely buyers 10. Walk in Their Shoes: How to understand the business challengesyour customers face-and howyou can help 11. Objections: How to identify-and overcome-the primary reasonsyour customers say "no" 12. Secondary Objections: How to identif and overcome the unspokenand often emotional-reasons customers say "no" 13. Building Relationships: How to listen, establish trust, and go the extra mile foryour customers 14. Closing the Sale: How to ask customers for their business part three: THE SEVEN DEADLY WORKPLACE SINS 15. Exhaustion: How to set priorities, say "no," and easeyour stress 16. Anger: How to keep things in perspective and manageyour emotions 17. Surrender: How to leverageyour influence and make a difference 18. Obsolescence: How to hone your skills and stay on top ofyour field 19. Incompetence: How to encourage-and use-feedback onyour performance 20. Withdrawal: How to stay focused onyour mission and connected to others 21. Dysfunction: How to staygrounded-and work with those who aren't part four: INNOVATION 22. The Spirit of Innovation: How to implement new ideas and build for the future 23. Obstacles to Innovation: How to overcome the roadblocks to successLibrary of Congress Subject Headings for this publication: Business communication, Humor in business, Communication in management, Teams in the workplace Management, Management Humor, Success in business Humor