Business : Sales & Selling

From the Kellogg School of Management at Northwestern University, the most prestigious school in marketing, comes this anthology of the best and most influential cutting-edge thinking on marketing strategy. Featuring chapters written by Kellogg's world-renowned marketing faculty - including Philip Kotler, the 'guru' of the field - Kellogg on Marketing explores three key areas of discussion: new approaches to the fundamental marketing concepts - segmentation, targeting, and positioning; changing strategies for the key marketplace tools, referred to as the 4Ps (product, price, promotion, place); and a look at the future of marketing. Written to appeal to executives in any industry. more...

Price: $35.00

"Cold calling is the lowest percentage of sales call success.  If you invest the same amount of time in reading this book as you do in cold calling, your success percentage and your income will skyrocket." —Anthony Parinello, author, Selling to VITO and Stop Cold Calling Forever: "You can never get enough of a good thing!  Read this book and USE its contents!" —Generate more leads and higher sales - without cold calling! Salespeople everywhere are learning the hard way that cold calling doesn't work anymore. more...

Price: $16.95

The keys to success delivered by reps in the field. If you want to improve your sales, listen to 201 lessons from your peers and use their proven strategies to get your foot in the door and close the deal. 201 Super Sales Tips offers you an unparalleled opportunity to benefit from the experiences of 201 of your colleagues from around the globe. From the “upside-down sales letter” to the “art of the parking-lot presentation,” this book delivers hundreds of tested-in-the-trenches strategies guaranteed to dramatically boost your productivity and profits. Through in-their-own-words stories contributed by the readers of Selling Power magazine-the world's foremost magazine for sales professionals-you'll learn surefire tips for:.:.; Jazzing up presentations.; Tracking down elusive prospects.; Getting prospects to return calls.; Mining million-dollar leads in overlooked places.; Becoming a power listener.; Getting past the gatekeepers.; Partnering with customers.; Staying motivated and focused. Ready to step up to a bold new level of professional excellence? Get 201 Super Sales Tips and let the experts show you how. more...

Price: $21.95

Do you wish that your selling over the telephone could be more effective? Are you worried that you don't give the right impression to customers? If so, you need a crash course in improving your telesales techniques. more...

Price: $3.95

One of the most frustrating things that can happen in sales is to run into a person you simply cannot get to make a decision and sign an agreement. If you’ve been selling your expertise long enough, you know how it goes. The fact is that many professionals work a lot harder than they need to, because they accept those answers at face value and back off. Some even count those promises as sales, and start planning all the ways they’re going to spend the money they’re going to make—once the deal comes through. But, more often than not, they’re in for a rude awakening. When a prospective clients balks at approving an agreement, it poses several big problems. There are plenty of excellent reasons for any professional to become good at pinning down evasive clients. In this eReport, I want to highlight some powerful tactics for turning those prospects who balk into paying clients. more...

Price: $3.95