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- McGraw-Hill Education 2002; US$ 36.00
The first book on short cycle sellingthe fast-track route to a higher closing ratio Sales professionals today waste untold hours worrying about identifying, tracking, and timing their sales cycles. In Short Cycle Selling , author Jim Kasper trains his sights on the only important concept and goal in sales cyclesshortening them. He walks... more...
- Wiley 2006; US$ 24.95
Praise for Heavy Hitter Sales Wisdom "Steve Martin takes a much-needed look at how successful executives read verbal and nonverbal messages, which allows them to quickly understand the subtext of their customers' minds. The best part is that the author shares effective strategies that put more fun into selling and more money into salespeople's... more...
- Wiley 2007; US$ 24.95
Visual Selling provides salespeople with tools to sell in an increasingly image-oriented culture. More so than ever before, the way a salesperson looks and acts, the images on a screen or in handouts, and even room environments can impact people?s trust, satisfaction and willingness to buy. The authors believe that, to sell most effectively, the seller... more...
The 10 Immutable Laws of Power Selling: The Key to Winning Sales, Wowing Customers, and Driving Profits Through the RoofMcGraw-Hill Education 2003; US$ 16.95
Reveals the secrets behind the phenomenal success of today's top sales professionals In The 10 Immutable Laws of Power Selling , leading sales consultant and trainer James DeSena reveals the secret behind the uncanny success of an elite group of sales professionals who consistently break all records, in every selling environment. DeSena shows... more...
- McGraw-Hill Education 2004; US$ 19.95
How to reach the real decision makers and close the all-important sale How do today's most successful sales professionals close multimillion-dollar deals? They do it by teaming up with "Codebreakers"-- sales reps from noncompeting firms already doing millions of dollars of business with target clients. In The Million Dollar Sale , sales guru... more...
- McGraw-Hill Education 2005; US$ 19.95
A powerful, behavioral-based approach to closing sales Called dimensional selling, the Q4 model evaluates customers' specific behavioral patterns. It enables sales professionals to tailor presentations to personality traits, thereby forging strong bonds of trust and enduring relationships with customers. Psychologists Victor Buzzotta and Robert... more...
- McGraw-Hill Education 2010; US$ 21.95
Want to boost your sales skills and productivity beyond what you ever thought possible? Would you like to close more deals and build enduring relationships with your most valued customers? Here's your chance to achieve greatness in your own career. As founder and publisher of Selling Power , Gerhard Gschwandtner is internationally recognized as... more...
- McGraw-Hill Education 2010; US$ 24.95
Go back to basics and soar to new heights of profit This book takes you to the source of sales excellence: the fundamentals. A gold mine of practical wisdom for seasoned professionals and beginners alike, it helps you build a strong foundation in the basics from which to soar to dizzying new levels of professionalism and profitability. International... more...
- McGraw-Hill Education 2003; US$ 35.00
B2B sales and marketing executives have been hard-hit by increasing sales demands, plummeting budgets, and highly touted techniques that promise more than they deliver. The Fundamentals of Business-to-Business Sales & Marketing shows executives how to integrate traditional B2B selling methods with effective and proven new technologies. Covering... more...
- Martin Books 2007; US$ 24.95
Discusses the critical issues for people wishing to learn the basics required to become a successful sales representative. Recommended handbook for a number of popular courses, 7 steps in the sales process, prospecting, qualifying customers, budgets, overcoming objections, closing the sale, the customer, the sales pitch, features, benefits, AIDA, budgets,... more...