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- HarperCollins 2009; US$ 15.99
"Every great leader is a great storyteller," says Harvard University psychologist Howard Gardner. According to master storytellers Richard Maxwell and Robert Dickman, storytelling is a lot like running. Everyone knows how to do it, but few of us ever break the four-minute mile. What separates the great runners from the rest? The greats know not... more...
- McGraw-Hill Education 2003; US$ 29.95
THE MARKET-PROVEN PRINCIPLES OF SOLUTION SELLING FOR TODAY'S HIGH-SPEED, HIGHER-PRESSURE SALES ENVIRONMENT The long-awaited sequel to Solution Selling , one of history's most popular selling guides Nearly 10 years ago, the influential bestseller Solution Selling literally rewrote the rules for selling big-ticket, long-cycle products.... more...
- McGraw-Hill Education 2003; US$ 39.95
Compensating the Sales Force is a uniquely jargon-free, how-to guide to all major sales compensation concepts and formulas. Using real-world examples, guru David J. Cichelli: Helps readers select the right compensation strategy for their firm Provides step-by-step guidance to implementing various approaches Simplifies the mathematical formulas... more...
- McGraw-Hill 2003; US$ 7.95
THE MCGRAW-HILL PROFESSIONAL EDUCATION SERIES. These quick reads, based on McGraw-Hill bestsellers, are designed to meet the needs of busy people. Titles in the series focus on each book's main themes and action ideas, reduced to a manageable page count for on-the-go readers. A six-step program for hearing and understanding customers' needs, and then... more...
- McGraw-Hill Education 2002; US$ 16.95
Strategies for overcoming clock-watching clients, spilled coffee, and other sales nightmaresand closing the sale Selling is tough, and what can go wrong often will. Successful salespeople know they must prepare themselves for every potential deal-killer. Beating the Deal-Killers provides situation-specific advice for anticipating problems,... more...
- McGraw-Hill Education 2004; US$ 16.95
Sales Techniques is an insightful and practical compilation of proven techniques and modern tools, designed to help both neophyte and seasoned sales professionals work with customers and successfully close the deal. From selling solutions instead of products to finding, communicating with, and even closing customers on the Internet, this latest... more...
- McGraw-Hill Education 2004; US$ 18.00
Sales legend Bill Cates uses his experience and expert knowledge to show sales professionals how to work smarter (not harder) by employing "The Four Cornerstones of Referrals" --relationship building and customer service, creating referral alliances and networks, prospecting, and targeting niche markets. Using Cates's easy-to-master referral-based... more...
OPEN-Question Selling: Unlock Your Customer's Needs to Close the Sale... by Knowing What to Ask and When to Ask ItMcGraw-Hill Education 2007; US$ 16.95
Build stronger relationships with customers through the OPEN Questioning technique By asking four types of questions-Operational, Problem, Effect, and Nail Down-you can address customer needs, find connections, and build the kind of relationships that enable you to close more sales. This hands-on guide shows how to use OPEN Question Selling... more...
- HRD Press 2006; US$ 99.95
25 Sales Strategies and Activities. By Peter Garber. Is your sales team stuck in a rut? Would you like to get them fired up about bringing in new customers and selling more?. 25 Sales Strategies and Activities is a unique training and development tool designed to teach sales professionals how and when to use a variety of proven sales strategies. The... more...