The Single Best Strategy To Use For management



But Potentially the most important payment of all is with the ability to say, ?�See Mom, it does shell out to Engage in video online games.??substantial place, emphasize - one of the most interesting or unforgettable element; "the emphasize of the tour was our visit to the Vatican"

Before you decide to decide what to offer, Collect information about the industries that appeal to you, for instance technologies or ecommerce. acquainted??together with your goods and services, you may perhaps wrestle to clarify it in a means that a prospect can fully grasp.|To additional aid the worth of rapport for salespeople, I?�ve made an effort to pinpoint the ways that it drives income. Here?�s what I discovered:|Vestiaire Collective pays out its sellers just about every business enterprise working day. Once a sale is processed, you can assume payment to strike your PayPal account within just 24 hours, or get there in the joined checking account within 5 organization days.|You could record your items on Amazon Typically. In this instance, Amazon receives you shoppers and afterwards you have to satisfy all orders you.|After you set a rate, you guard your company and forestall overcharging your consumers. Take into account that for those who overcharge persons, they?�ll almost certainly find out they might have purchased your product or service for much less money in other places, which implies you?�ll reduce a purchaser and will encounter detrimental word-of-mouth.|I suppose I have been stewing due to the fact then. I said ahead of that my spouse is conservative while in the Bed room. Effectively plainly she wasn't all of that conservative with that dude.|Marks/Scars/Tattoos: prcd l ear - 1 gap; sc r chk - surgical scar on correct cheek; tat abdom - ptpf; tat back - still left chucky; tat again - cannabis plant in pot; tat back again - marj plant; tat upper body - dragon; tat l arm - chucky grave yard scene total arm; tat l arm - graveyard scene w demon wings; tat l arm - portrait; tat l fgr - hop on remaining knuckles; tat l hnd - chucky grave lawn scene entire arm; tat l hnd - eov; tat l hnd - on fingers hop; tat l leg - dragon; tat neck - hip hop on throat|That will help you find the best system for you, we?�ve crafted an extensive listing of straightforward approaches You can utilize to start your on-line selling journey now. Our insights are built to provide you with a distinct, actionable path to start out selling online proficiently and effectively.|If you only wish to pawn off items from your attic, it is possible to produce a free account and list approximately 10 items as part of your very first month. You may additionally request to acquire your item limit greater right after your to start with month.|Her comments on AI are echoed in HubSpot?�s Income Developments Report, with 81% and 78% of respondents indicating that AI can help them save time on manual duties and enhance efficiency.|When these customers may certainly be your neighbors, it?�s even now a smart idea to adhere to the security greatest techniques outlined previously mentioned when selling in individual.|All delivery prices are extra on your listing price. Your collection will increase the price for the buyer ??and eventually in your case far too, because vendor expenses are determined by the total item cost, which include shipping.|In case you?�re new to sales or maybe here to help keep up-to-date with the best methods for selling, I?�m gonna amount with you: the secret of selling anything at all to any one is just not seeking to offer just nearly anything to nearly any one.|Personally, I love looking at a salesperson provide their distinctive temperament to their job. But it surely?�s worthy of mentioning that not each and every prospect will reply properly to specific personalities and behaviors.|But if we had been to assemble that garb into 1 pile, It will be monumental. Seeing it all in one place puts things into viewpoint.|A further important level is transparency. Be honest and serious when speaking with your consumer about your products or services. By way of example, don?�t make exaggerations or promises you can?�t deliver on.|This principle, Therefore, stresses on the necessity of manipulating the surroundings/predicaments in order to get the desired reaction within the prospective buyers.|For B2B product sales, I feel you?�d be much better off with all your personal Internet site through the get-go: it?�ll look far more Qualified than selling on a third-celebration platform.|Selling is an expert exercise because it demands gross sales specialists and revenue specialists to steer potential customers, thereby making a financially rewarding sale.}

I am aware this looks as if an extremely Peculiar issue, but you'll find 3 scenerios for people who choose to pay out an entire hire expression up front.

In the dialogue you overheard, it sounds like she failed to enjoy it, which is an effective rationale why she does not want it along with you. Attempt plenty and much and plenty of oral on her and find out how receptive she's then. Fantastic luck together with your experience. capable of pitch the signal as an expense as an alternative to an price and look for a custom made Remedy which was far more according to her spending budget. This not simply resulted within a sale but will also a repeat purchaser and advocate.??When selecting which ecommerce System to pick, you have got to find the best platform for the type of products you would like to sell. For example, selling electronic items typically needs a specialist platform. Whilst, Bodily merchandise may be bought by using most typical-goal ecommerce platforms.|Bear in mind each company Business is different, and each shopper differs also. So the strategies to selling the product or service will also differ every time.|Not surprisingly, Every of such styles includes its possess advantages and disadvantages and certain expenses that you?�ll should forfeit to Amazon.|To produce a listing, you already know the drill: shots, description, cost. If you want just a little enable setting it up, Vestiaire Collective will pitch in with automatic Image enhancing and pricing recommendations.|testify, we are more likely to acknowledge data that aligns with our beliefs than contradictory evidence ??no matter how compelling.|Ita healthy ut nōn item in ōrātiōne ut in versū numerus exstet, idque quod numerōsum in ōrātiōne dīcitur nōn semper numerō fīat, sed nōnnunquam aut concinnitāte aut cōnstructiōne verbōrum.|If you?�d somewhat not ship your item over the nation, you may listing it only to promote regionally. Many websites let you produce a listing to advertise your products and then meet up to create the sale in human being when you finally?�ve located a purchaser.|Can?�t come to a decision whether or not you need to offer a goods and services? Think of how the revenue methods vary concerning them.|In this model, you submit an ad on one particular of such websites, and then get contacted by men and women dwelling mostly in your neighborhood place.|into the security I've and leave my products subjected to hacking. To me, this was extra convincing when compared to the prospect of getting extra antivirus defense.|Considering you're on SSDI, your revenue is often conveniently confirmed by a LL. Opt for an everyday payment sceduale having a deposit.|Matt Wiley bought an offer of a lot more than $fifty for some aged videos and a few PS3 video games selling on Decluttr.|Once you?�ve decided on your marketplace and revenue featuring, you should make an effort to detect your goal sector. When you?�ve taken the heading of this post pretty much, I?�ve got some information in your case: instead of practically trying to market anything at all to any person, you might want to come across a bunch that?�ll gain from your services or products.}

Based on the loss aversion influence, people react much more strongly to the potential for shedding one thing we now have than the possibility of attaining some thing we don?�t.

Evidently not.|Rather of creating listings and handling customers your self, you?�ll just offer your items to Decluttr, and the corporate takes care of reselling.|The corporation takes treatment of selling and pays for transport. Not a nasty offer. All You will need to do is pack the items in the box, tack around the label and mail it off. Wiley recommends inquiring your neighborhood grocery store for free packing containers. Price tag-saving and eco-friendly!|Listing your stuff on the biggest on the internet marketplaces may be a support or maybe a hindrance to your organization.|Ebooks In-depth guides on dozens of topics pertaining to the marketing and advertising, revenue, and customer care industries|She explained to him that he was drunk and that no she hadn't explained to me. I guess the person was much too near or one thing since my wife yet again instructed him that he was drunk and may return to the team. I feel he laughed and after that manufactured a very rude comment. He requested her if I [reference to intercourse] She didn't response the problem but instructed him again that he was drunk and being a dick and he or she remaining.|The point about Etsy is that folks are already there, and so they?�re actively attempting to find things to obtain.|Pick out items to sell based upon Whatever you love and understand about; investigate what?�s well known and desired by buyers.|I wish to stay in a specific city if I have a gig for 3-four months of filming and want to just lease an apt In the interim. I would like to pay for upfront. What exactly is a rationale I might be denied?|piece - an item that's an instance of some sort; "he intended a brand new piece of kit"; "she purchased a lovely piece of china";|BTW - apart from panties, I'm just an everyday guy who cares deeply for Gals for the reason that I'm in touch with my femimine side. I look after myself, figure out three moments weekly And that i do most point that Adult men do apart from the lousy things like spitting and dishonest.|It?�s one of many only on the net marketplaces that requires sellers to add images of the item through its mobile application. Purchasers aren?�t required to use the application, although it?�s a more practical technique for buying on OfferUp on account of built-in messaging and payment processing.|By way of example, you are able to draw on the knowledge to talk about sector-vast trends the buyer might not understand about. It's also possible to share written content that a buyer could possibly obtain handy as well as deliver no cost equipment which make their work less complicated.|However , you don?�t require to invest several hours looking at a consumer?�s 500-web page small business ebook ??Except if you're employed in reserve publishing|Marks/Scars/Tattoos: miss out on r fgr - index finger; pass up r fgr - middle finger; tat ul arm; tat r shld - psalms 23|Author and ??world|globe|planet|entire world|earth|environment}?�s greatest salesman??Joe Girard emphasizes in his e-book How to Market Just about anything to Any one the folks who excel in income don?�t solution it being a one-and-carried out transactional arrangement.|Marks/Scars/Tattoos: tat again - surf board; tat again - surfboard happening his spinal cord; tat r arm - tribal art heading around arm; tat r arm - tribal band|Marks/Scars/Tattoos: sc r shld; tat buttk - star; tat r arm - eyeball w hand Keeping shears; tat r foot - tinkerbell|And with that summing up the ten most feasible strategies to provide online, you?�re almost certainly currently wanting to know which ones is the best to get started with.|Professional tip: Once i?�m interviewing subject matter experts, I always have a list of inquiries ready being a jumping-off level. Nonetheless, I don?�t rigidly stick to them if the dialogue takes another turn.|2. The opposite aspect of the coin is Individuals who have numerous unverifiable cash flow, and plenty of income inside the bank. Normally It is because they stiffed their final three landlords and lived at no cost, or simply because they like to sue people today, or given that they certainly are a drug supplier.|As You may have already discovered, HubSpot supplies lots of handy resources free of charge, like consumer partnership management (CRM) software. This has become the matters I?�ve often admired about the brand name ??it fulfills quite a few customer wants without the need of inquiring them to pay for a cent.|I discover that I'm able to build a more robust connection with folks Once i talk to issues depending on the discussion I?�m possessing in lieu of asking totally pre-planned queries.}

Also they are inclined to inquire a lot of thoughts or for clarification to be sure they may have a whole image and can make informed selections.

Such as, if I?�m purchasing for orange juice within the grocery store and the initial one particular I see is a cold-pressed, organic juice priced at $15, I?�ll by no means get it. But when I then see the same solution at 50 percent the value? The less expensive alternative will probably be really tempting. selling can be a continuing process that hardly ever finishes, Then you certainly?�re going to really make it to the large time.??Think of it this fashion: A referral is the last word compliment a shopper can provide you with. This means they loved their acquiring encounter and buy so much they?�d want other people to knowledge it for by themselves.|In some cases, the salesperson asks immediately if The client is interested in buying the product, but some salespeople don?�t for concern of finding negative comments. Nevertheless, it is recommended to find out the posture of the opportunity buyer at this stage.|Having to pay through OfferUp: Transactions are typically money-centered, but for countrywide sales or situations in which you don?�t would like to use income, the web site delivers transactions through Stripe.|is a fairly consistent question in your own and Experienced daily life. Somehow, it?�s infuriating to both of those the person asking and answering it.|Slang. a thing ideal for a information paragraph or as a topic of gossip, Specially a thing that is sensational or scandalous:|Be a part of your neighbors on A non-public information board, in which people share community updates, ask issues, and record items for sale or at no cost.|I'm generally very suspicious when another person delivers to pay an entire year's hire up entrance. Persons offer it rather typically & the sole time I've experienced more info a consumer accept this sort of a proposal is two-4 month's lease paid out up front so as to offset credit history issues.|Objective Digger Redefining what results usually means And the way you will find much more Pleasure, simplicity, and peace during the pursuit within your ambitions|With dropshipping, it is possible to give a huge catalog of products without the need of at any time worrying about warehousing any of it. The earning prospective for every unit sold will likely be lessen with dropshipping, but the volume of gross sales will make up for it.|part element, part, part, part, constituent - one thing determined in relation to a thing that involves it; "he planned to truly feel a A part of one thing larger than himself"; "I examine a percentage of the manuscript"; "the smaller sized element is tough to achieve"; "the animal constituent of plankton"|Do there is a Good friend or loved one who monopolizes each dialogue? You may perhaps say, ?�I just acquired a different automobile!??The curse of data is when someone that understands lots about a supplied subject is not able to relate to somebody who will not be as familiar.|For yet another $15 a month, it is possible to build a personalized Web site with Etsy?�s Pattern to sell your Etsy store items along with items that don?�t meet up with its suggestions of getting handmade or classic.|Consultative or Partnership Selling is the highest kind of client-oriented selling exactly where the salesperson focuses on creating a deep romantic relationship with The purchasers. Their goal is to have to know the customer?�s wants and wants and do their very best to provide the customer what they want.|Expressive individuals often share their thoughts and personal experiences brazenly. They may relate to Some others by revealing their own personal inner thoughts and sharing anecdotes from their own personal life.|Word History: The phrase item appears to us to get greatly a noun, no matter whether it refers to an write-up in a set or a bit of data. But it surely commenced its everyday living in English (initially recorded before 1398) being an adverb indicating "Additionally, also, Furthermore." Item was usually made use of before Every item mentioned in an inventory, as we would put also.|In this manner of selling on the internet is about getting into a partnership with other business people and both paying them for usage of their viewers or bartering a thing of yours in Trade.|When yow will discover an internet site that permits you to make a for-sale listing for just about anything, that doesn?�t signify everyone will really purchase.|Furthermore, I don't have any blond or other lace; so THERE is an additional item for being ordered, given that Bwikov declares that he are unable to have his bride appear like a Prepare dinner, but, Quite the opposite, she must "put the noses of the great ladies outside of joint." That may be his expression.|It doesn?�t subject That which you?�re selling: Folks will need to see it. A properly-lit Photograph (or 5) has become the easiest tips on how to established by yourself aside. Great photos make your listing appear considerably more authentic and reputable, too.|Marks/Scars/Tattoos: tat head - skulls and demons; tat upper body - skulls and demons; tat l arm - sleeve of skulls and demons; tat r arm - sleeve of skulls and demons|In this article, the salesperson focuses additional on The shopper?�s needs. When those requires are identified, the vendor explains how their product can fill Those people needs.|Professional idea: Use authentic-lifetime examples and check with prospects open up-ended more info inquiries to gauge their level of comprehension and tackle any knowledge gaps.}

Your on the net keep is a wonderful central of functions, and you can hook up your other on the web selling channels to it. me this pen.??In keeping with Ferdinand F. Mauser ??The act of persuading or helping a possible customer to possibly order products and solutions or solutions or to act favorably with a suggestion that has commercial benefit for the seller is called ?�selling??|So, what will make an excellent salesperson? No matter whether you're employed in retail, auto profits, or B2B sales, you?�ll stand the top probability of achievements in case you?�re informed about the attributes of your focus on potential buyers and totally qualify Each individual prospect from that matrix. This is named an excellent buyer profile, and it?�s like getting a secret weapon.|Virginia Seashore, VA ratio of range of people to the quantity of sex offenders in comparison with county and condition:|fact - a piece of information about conditions that exist or events that have transpired; "initially you have to acquire every one of the points of the case"|Any person reported below at the time that when guys complain that they want adventurous and non-conservative intercourse, they almost always indicate they want in the again door. You appear to be no exception.|ninety nine. Right after Studying concerning the decoy effect, I realized which the common system was a decoy right here: it makes the quality prepare appear to be a terrific deal, Despite the fact that it?�s Practically twice the price of The fundamental strategy.|Any time the item sells, eBay fees the vendor a closing-value cost, which happens to be a percentage of your selling value plus thirty cents for every purchase with regards to the category of your item.|Wherever the business distinguishes alone is in its transport policy. Before you decide to publish your listing on the positioning, you may Make a choice from these shipping solutions:|Grabbing notice is the initial step. During this move, the salesperson has to be dressed formally and behave in a very pleasant fashion. The salesperson also needs to be inform and qualified in making conversations.|You bet. It just calls for the appropriate attitude, in addition the willingness to exercise and Focus on your strategy till you obtain it ideal.|When you?�ve asked a considerate question, hear. Actually listen to what the client is declaring, and don?�t just anticipate your switch to speak.|Once i was an editor at HubSpot?�s Profits Site, I had to continuously keep up-to-date with gross sales trends to make certain every little thing we published delivered Fantastic worth to readers like you. To do this, I browse the weblogs and view parts of imagined leaders wherever I could discover them.|Concurrently, This can be the quickest way to check a company notion. Essentially, once you launch your ad campaign, people are likely to start flocking on your profits website page.|Then, after more info they?�ve completed their assumed, talk their information back again to them, question them to verify in case you recognized them appropriately, and pose a matter offering even further clarification.|I only don panties & bras when I crossdress. In any other case It is really large responsibility male's underwear for me because I don't need to obtain my panties soiled! And that i don't need to obtain caught at operate carrying panties!|A good property supervisor is probably going to be aware of if an operator is in money distress, and to let you know, Whilst somebody operator with economical problems is probably going To not show you and let you shift in blind, given that they just want the cash flow, when they don't make their payments.|Product sales industry experts are often advised that to help make a sale, they have to push difficult to the prospective buyers and never acquire ?�no??for a solution. However, most potential buyers don?�t wish to be pressured. Such a high-force sale commonly possibly fails or contributes to the client regretting their acquire.|In line with HubSpot?�s 2024 Income Tendencies Report, 96% of prospective customers do their particular investigation just before speaking with a gross sales rep. And when potential prospects put in work to learn about your goods and services, you may dedicate a while to Finding out about them.|On this chapter, We'll attempt to trace the study course of initiation to the classical arts, from the self-taught gyrations of Bollywood items to your significant rigours of the classical Indian dance sort.|Will you be one particular to purchase the most up-to-date model apple iphone or Samsung as soon as it hits the marketplace? Then get paid on your old design by selling it to Gazelle. No sifting as a result of bids or haggling with consumers.|It?�s no cost to checklist your item and to market it in person. You?�ll shell out a rate for national listings and promotions, as follows:}

On the other hand, a talented and expert salesperson will Be certain that The client is confident sufficient to create the acquisition, So developing income to the enterprise. available for sale??and phone it every day.|Once i question a colleague, Good friend, or loved one to advocate selected support specialists, like a hairdresser or an electrician, I consider their guidance on board without hesitation ??to me, a dependable referral is often a more robust attract than many hundreds of 5-star evaluations I?�ve observed on-line.|If you?�re just getting started and Finding out the best way to market on-line then running joint ventures is usually challenging.|Hubspot defines ?�Selling??as any transaction which is monetary in character or by which income is exchanged in return for a great or company. For the duration of a revenue negotiation, As outlined by Hubspot, the seller makes an attempt to influence or ??sell|promote|market|offer|provide}??the buyer about the benefits of their present.|Several e-commerce web pages have algorithms that operate like Google. Therefore if a person is searching for a ?�Samsung LED,??your listing may have a much better probability of showing up in the results with Individuals key terms within the title.}

I say most conditions for the reason that there are times when sharing some info is usually valuable, as long as you don?�t go overboard. Allow me to Present you with an case in point.

Is the fact a Midwest accent I listen to???you are able to answer and share a little bit about you.|Once i get an outreach email, I read not less than the 1st number of strains. However, if I think that the email isn?�t customized toward me in almost any way, I?�m not as likely to study much more. Bear in mind qualified prospects are individuals, and they wish to be handled therefore.|In accordance with this principle, the salesperson ought to detect the challenge of The client and center on delivering an answer to that difficulty as a result of his/her product or service.|Need to thank TFD for its existence? Tell a colleague about us, add a website link to this web page, or stop by the webmaster's site without spending a dime fun information.|Give it some thought within the viewpoint of the potential buyers: What is going to they have to make the choice to buy your item?|The Market also aggregates appropriate acquiring and selling teams close to you. Putting up in these groups is a great way to market your item into a target market.|cafe table reservations ??great for providing people today an choice to pick their favourite desk when,|Nicely, in that circumstance, I?�d choose social websites. Social commerce, because it?�s greatly regarded is so simple which you don?�t have to invest time learning ways to offer on-line. In addition, you could potentially Moreover utilize it as a starting point for making an audience. We?�ll protect the particulars afterward.|So it seems that there isn't a metre in prose the same as in verse, Which which in oration is known as 'metrical' will not be usually attributable to metre, but additionally every now and then with the euphony and construction in the phrases.|It?�s vital that you continue to be Safe and sound when selling in person. Believe in your gut, constantly satisfy within a perfectly-lit public put and never ever give strangers your handle.|Have a very deep take a look at what?�s around in the marketplace, what your Level of competition is undertaking, and how they go about presenting their merchandise.|Past month, OpenAI said it?�s experimenting with new searching features, such as a method to see photographs and costs of numerous products along with links for folks to buy the items.|(Case in point): I get the job done in porn and operate for 1 employer in the future, 2 the following...and so forth. I do performing gigs for TV then do tunes reveals. Most of these are distinctive businesses does one really want to verify all of that or simply just choose These thousands of bucks upfront and not concern yourself with me likely default?|one. These are persons such as you, that have considerable personal savings for whichever authentic motive, or are retired, and possess constrained income but revenue from the lender. They usually are excellent tenants. We have now even, once in a while, supplied a small low cost each month because of the lump sum payment.|As a result, this option would especially be great in the event you?�re wanting to provide off substantial Bodily products and solutions ??like furnishings or other kinds of things that prospective buyers usually choose to see in person in advance of transacting.|At the ultimate phase, the salesperson really should thank the customer and clarify any queries that The client can have just after producing the purchase.|While you may not be in a position to gain Every person about, you'll be able to tackle affirmation bias by making use of social proof, highlighting beneficial reviews, offering information-driven evidence, and aligning with the prospect?�s values and plans.|With this selling idea, the purchase can happen only when the possible client continues to be certain that his/her dilemma can be solved because of the provided service or product.|line item - an item within an appropriation Invoice; "Some governors can veto line items in their condition budgets"|item - an isolated proven fact that is considered individually from The complete; "quite a few of the small print are comparable"; "a degree of data"|The site operates in in excess of 70 nations, but it surely?�s create for use locally. In fact, to prevent scams, the website suggests individuals checklist domestically and fulfill face to face.|Producing an online Etsy store might acquire five minutes, however, you?�ll want to invest considerably more time customizing your site. |If you're able to obtain them, your purchaser?�s corporation economical statements can reveal data pertaining to their fiscal balance and money stream. This can help you evaluate the prospect?�s capability to invest in your services or products.|I?�ve just described a confront-to-deal with retail situation, but this method might be applied to B2B outreach. For those who?�re getting in touch with a prospect you haven?�t spoken with before, it?�s important to lean greatly within the exploration element I touched on in move two.|Preferably, you must Establish a listing of your individual ??by giving a e-newsletter or Placing your present customers on the checklist right after they invest in from you.|This is the final stage with the AIDAS concept of selling. At the fulfillment stage, the salesperson must reassure the buyer of his/her final decision to acquire. If the client will not but really feel certain, then the salesperson can use samples or demonstrations to convince the customer.|In order for you your items to become recognized for selling on the site, you could must be a little bit more choosy. Include brands that provide perfectly, which include Athletica, Kate Spade, Lululemon and Patagonia.|I?�ve normally believed developing rapport was crucial for product sales, and this year?�s Product sales Trends Report confirmed that. Approximately 82% of product sales pros declare that partnership creating is A very powerful A part of selling.}

Like most customers, I love to feel that I?�ve gotten a great offer from the order. Because of this, I think a superb salesperson really should go away some wiggle home all over selling prices..??Experienced salespeople that are expert in handling inside and external cases can easily generate the desired natural environment to find the buyer?�s interest in obtaining the item.|When communicating with motorists, I think it?�s ideal to be direct with them and acquire to The purpose. So, concentrate your messaging on their own plans And just how your products or services can assist them there.|In this type of product sales system, the vendor, instead of speaking about the favourable capabilities and praising the product, describes how it might remedy The client?�s difficulties.|Selling has often had a professional importance. By presenting expert services, it works when it comes to the exchange of cash. Its final result is purchaser fulfillment, thereby earning a reasonable revenue.|trading stamp - a token resembling a stamp given by a retailer to the customer; the token is redeemable for articles or blog posts on the special record|Using this type of tactic, the decoy is strategically created to make one of many other choices extra captivating. This is often completed by making the decoy just like the desired option but a little inferior with regard to attributes, Gains, or value.|The reasoning is to create a presence on social websites (an organization profile), get followers, and afterwards supply your products to Individuals followers instantly throughout the social media platform.}

Please sign up to be involved in our discussions with 2 million other users - It can be cost-free and swift! Some community forums can only be noticed by registered users. Once you develop your account, you'll be able to customise possibilities and accessibility all our fifteen,000 new posts/day with much less advertisements.}

Leave a Reply

Your email address will not be published. Required fields are marked *