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- Thorogood Publishing 2006; US$ 258.00
Industrial, consumer products and services companies all face different challenges. Addressing these challenges, each chapter in this work looks at one part of the planning process, explaining the methodology, planning techniques and structures, with examples, formats and checklists to help you implement the key account planning process. more...
- Thorogood Publishing 2003; US$ 26.95
This work provides a methodology to enable readers to to test their selling skills and progress in using them. It includes models for forecasting, managing new accounts and monitoring performance. Each stage of the sales cycle is looked at and advice is offered on how to handle each one. more...
- Thorogood Publishing 2002; US$ 29.95
This title features practical advice and techniques for winning new business from both new and existing customers. It looks at how to: analyze customer needs; build relationships; and write winning proposals. It contains real case studies. more...
- McGraw-Hill Education 2007; US$ 42.00
If you're a sales professional who wants to succeed, you can benefit from these familiar words: ?Know thyself.? Even more important, you should also know your customers. The Psychology of Sales Success shares insights into three psychological dynamics driving the sales process: the salesperson, the salesperson's desire for success, and the customer.... more...
- McGraw-Hill Education 2007; US$ 21.95
When the going gets tough, the tough need inspiration-and that's what Great Thoughts to Sell By provides. It's a collection of quotes from the world's top sales consultants, business leaders, historical figures, and bestselling authors, including: Norman Vincent Peale, Benjamin Franklin, Albert Einstein, Malcolm Forbes, Mary Kay Ash, Andrew Carnegie,... more...
- McGraw-Hill Education 2007; US$ 34.95
Cultivating a winning sales team just got easier for sales managers, thanks to this practical, hands-on guide. It's a tested system managers can use to guide their salespeople on the road to continual improvement. Part I is written in workbook format, providing a six-step method for evaluating team member strengths and weaknesses and making performance... more...
- Wiley 2008; US$ 24.95 US$ 21.99
Using the ancient Inuit whale hunt as a metaphor for big sales, Whale Hunting gives you a clear nine-phase model for successfully finding, landing, and harvesting whale-sized sales accounts—the kind of sales that transform your business. Here, you’ll learn how to turn the dangerous endeavor of selling to large companies and big contracts... more...
- Taylor and Francis 2008; US$ 58.95
Exchange Behavior in Selling and Sales Management presents a pragmatic and easy-to-implement framework for the successful operation of selling and sales management. Focused specifically on the value-exchange behavior of buyers and sellers, the book is composed of eight fundamental building blocks, which provide: * A revolutionary framework to describe... more...
- Wiley 2007; US$ 22.00 US$ 19.50
Praise for Selling Sucks "Whew! A terrific new book that blows the lid off the old-school methods of selling-which don't work anymore-and shows you how to make sales almost like magic! I love this book!" — Joe Vitale , author of The Attractor Factor and many other books "I love to buy, so I'm going to give every salesperson I know a copy... more...
- Wiley 2008; US$ 27.95 US$ 24.50
In this practical, enlightening guide, master salesman John Klymshyn reveals how you can be assertive and effective without rubbing people the wrong way or fulfilling the stereotype of the jerk salesperson. He detonates traditional sales methods and replaces them with modern techniques for reading customer behavior and regulating your own behavior... more...