Sales and Marketing Techniques
| 1. |  |
Solution Selling by Michael T Bosworth |
|
| Temporarily
out of stock McGraw-Hill Inc Hardcover - 239 pages (1995) McGraw-Hill Inc |
|||
| The author, Michael T. Bosworth
- ssboz@aol.com , 24 May, 1999 Redefining the concept of "selling" Most people do not like to feel "sold" - it means being manipulated or taken advantage of. I would like all salespeople to have the title "Buying Facilitator" on their business cards. Salespeople who are good enough to facilitate the buying process rarely have to close - the... Read more |
|||
| 2. |  |
The S.P.I.N. Selling
Fieldbook: Practical Tools, Methods, Exercises and Resources by Neil Rackham |
|
| Usually
dispatched in 1-2 weeks McGraw-Hill Companies, Inc. Paperback - 208 pages (24 May, 1996) McGraw-Hill Companies, Inc. |
|||
| This text shows how to put the strategies and tools described in the author's previous book, "Spin Selling", into practice with the aim of increasing success in sales. Read more | |||
| 3. |  |
Cold Calling
Techniques that Really Work! by Stephan Schiffman |
|
| Usually
dispatched in 24 hours Adams Media Corporation Paperback - 160 pages (April 1999) Adams Media Corporation |
|||
| Explains how to make effective sales calls, discusses the importance of preparation, and describes ways to overcome objections, measure progress, an increase sales. Read more | |||
| 4. |  |
Advanced Selling
Strategies by Brian Tracy |
|
| Usually
dispatched in 2-3 days Simon & Schuster Paperback - 432 pages ( 1 August, 1996) Simon & Schuster |
|||
| Focusing on the strategies, tactics and mental preparedness that sales people need, this work examines issues such as self-image and the concerns and emotional factors of the customer. It delineates in detail every aspect of the sales process, from planning to presentation to closing. Read more | |||
| 5. |  |
Power Base Selling by J. Holden |
|
| Usually
dispatched in 24 hours John Wiley and Sons Paperback - 240 pages (30 April, 1999) John Wiley and Sons |
|||
| Book Description Become a winning prizefighter with selling strategies guaranteed to knock out the competition Jim Holden's successful book on outthinking, outmaneuvering, and outselling the competition is now available in paperback. Power Base Selling shows today's salesperson how to go up against the hard-nosed... Read more |
|||
| 6. | Successful Selling
with NLP by Joseph O'Connor, Richard Prior |
||
| Usually
dispatched in 24 hours Thorsons Paperback - 240 pages (10 April, 1995) Thorsons |
|||
| This guide shows how the techniques of NLP (neuro-linguistic programming) can be applied to improve sales performance, emphasizing the importance of self-management and how to become more content, confident and empowered. Read more | |||
| 7. | The Ultimate Sales
Letter : Boost Your Sales With Powerful Sales Letters Based on Madison Avenue Techniques by Daniel S. Kennedy |
||
| Usually
dispatched in 24 hours Adams Publishing Paperback - 192 pages (May 1990) Adams Publishing |
|||
| This is the Entrepreneuial
Copywriter's Bible I read this book several years ago and I've gone on to read every book he's published since. The only thing wrong with the book is the title. Kennedy doen't use watered-down, full-of-fluff Madison Avenue techniques. He takes you by the hand and walks you through the copywriting process step-by-step....Read more |
|||
| 8. | Selling For
DummiesŪ by Tom Hopkins |
||
| Usually
dispatched in 1-2 weeks IDG Books Worldwide Inc Paperback - 400 pages (18 August, 1995) IDG Books Worldwide Inc |
|||
| This text covers common-sense basics to power-sales techniques. It includes real life examples on getting appointments, time planning, handling failure and rejection, and ways to close sales. Read more | |||
| 9. | 5 Steps to
Successful Selling by Zig Ziglar |
||
| Usually
dispatched in 24 hours Simon & Schuster Audio Audio Cassette (August 1995) Simon & Schuster Audio |
|||
| Outstanding - The Man's a God !
A truely great tape - A must for any aspiring sales person. Play it before a meeting, presentation or interview to remind yourself of the fundamental selling principles. Even play it after a bad day at the office and this will give you a real motivation boost. Covers areas of Self Image,...Read more |
|||
| 10. | It's When You Sell
That Counts by Don Cassidy, Donald L. Cassidy |
||
| Usually
dispatched in 1-2 weeks Irwin Professional Publishing Hardcover (December 1996) Irwin Professional Publishing |
|||
| This guide aims to help readers identify and overcome their resistance to selling stocks and shows them how to earn the maximum profit through strategic selling. Areas covered include: the hidden reasons we resist selling; survival tactics in the market jungle; an dthe most powerful hold/sell test. Read more | |||
| 11. | How I Raised Myself
from Failure to Success in Selling by Frank Bettger |
||
| Usually
dispatched in 24 hours Fireside Books Paperback - 192 pages (May 1992) Fireside Books |
|||
| It is the BEST! After reading this book, I have only four words to describe it. IT IS THE BEST! If you don't believe me get yourself a copy.. and that was exactly what I did. Thank you Frank Read more |
|||
| 12. | Sales Training Games
and Activities for Trainers by John A. Woods, Gary B. Connor |
||
| Usually
dispatched in 2-3 days McGraw-Hill Publishing Company Paperback - 248 pages (June 1997) McGraw-Hill Publishing Company |
|||
| Companies spend more time and money on training sales people than most other segments or activities. This book contains 80 games for sales training covering all aspects of sales training. Each of the exercises and handouts are reproducible. Read more |
|||
| 13. | Zero Resistance
Selling by Maxwell Maltz, et al |
||
| Usually
dispatched in 24 hours Prentice Hall Paperback - 224 pages (November 1998) Prentice Hall |
|||
| Through the power of positive "self-imaging" combined with the authors' insights into the psychology of selling, this work aims to help the reader achieve extraordinary sales results by turning the "no" into a "yes" and eliminating customer resistance. Read more | |||
| 14. | Sales Strategies by Chris Newby |
||
| Usually
dispatched in 2-3 days Kogan Page Paperback - 203 pages (October 1998) Kogan Page |
|||
| Based on his 30 years of experience of corporate sales within blue chip companies, the author of this study provides a look at the strategy of corporate sales. Focusing on the negotiation of large (multi-million pound) contracts in both manufacturing and service sectors, he looks at sales as a key... Read more | |||
| 15. | Guerrilla
Teleselling by Conrad Levinson, et al |
||
| Usually
dispatched in 2-3 days John Wiley and Sons Hardcover - 296 pages (April 1998) John Wiley and Sons |
|||
| The first book to apply guerrilla sales and marketing techniques to electronic communications. The acclaimed strategies of guerrilla marketing have now been adapted to fit the unique, pressure-charged environment of teleselling. Packed with insider secrets, this book explains how teleselling differs... Read more | |||
| 16. | Sales Closing For
DummiesŪ by Tom Hopkins |
||
| Usually
dispatched in 1-2 weeks IDG Books Worldwide Inc Paperback - 288 pages (February 1998) IDG Books Worldwide Inc |
|||
| Sales trainer Tom Hopkins shows how to handle the most crucial part of any sales negotiation - the close - successfully. From questioning strategies and understanding the anatomy of a close to managing surprise endings and bowing out gracefully, readers will learn how to keep their composure, avoid... Read more | |||
| 17. | Selling To VITO (The
Very Important Top Officer) by Anthony Parinello |
||
| Usually
dispatched in 24 hours Adams Media Corporation Paperback - 240 pages (1999) Adams Media Corporation |
|||
| Gives tips on how to maximize one's selling potential by getting appointments with Very Important Top Officers (VITOs), improving the size of the sale and the commission. Read more | |||
| 18. | How to Make Hot Cold
Calls : Your Calling Card to Personal Success by Steven J. Schwartz |
||
| Usually
dispatched in 1-2 weeks Stoddart Paperback - 180 pages (May 1997) Stoddart |
|||
| The author, Steven J Schwartz
hotcalls@sjsproductions.com , 19 October, 1998 Your success comes down to thirty seconds. Whether you are self-employed, in sales, or seeking employment, your success at opening new doors of opportunity comes down to effectively communicating the uniqe value of your products and services to your customers and prospects--- in less than 30 seconds! "How To Make Hot Cold Calls" is... Read more |
|||
| 19. | World Class Selling
: The Crossroads of Customer, Sales, Marketing, and Technology by Jim Holden |
||
| Usually
dispatched in 1-2 weeks John Wiley & Sons, Inc. Hardcover - 254 pages (March 1999) John Wiley & Sons, Inc. |
|||
| Written from the salesperson's perspective this text includes such timely subjects as: the new selling environment; creating a vision for a major account over the long term, including using Internet technology; pursuing customers in non-traditional ways; defining and measuring value to the customer... Read more | |||
| 20. | Selling Dreams by Gian Luigi Longinotti-Buitoni |
||
| Usually
dispatched in 2-3 days Simon & Schuster Hardcover - 320 pages ( 8 February, 2000) Simon & Schuster |
|||
| When Gian Luigi Longinotti-Buitoni took over as CEO of Ferrari North America, the US and Canada were in a recession, and he couldn't imagine people were inclined to spend their money on such an expensive, impractical car. Since then, Longinotti-Buitoni has changed his mind about a few things,... Read more | |||
| 21. | Virtual Selling :
Going Beyond the Automated Sales Force to Achieve Total Sales Quality by Thomas M. Siebel, Michael S. Malone |
||
| Usually
dispatched in 1-2 weeks Free Press Hardcover (February 1996) Free Press |
|||
| From high-tech to low-tech industries, the days when a salesperson could carry the company catalogue around in his or her head have disappeared. For instance, salespeople for Hewlett-Packard represent 6000 products in thousands of permutations. According to the authors, more than 500 companies are... Read more | |||
| 22. | Zig Ziglar's Secrets
of Closing the Sale/Audio Cassettes by Zig Ziglar |
||
| Usually
dispatched in 1-2 weeks Simon & Schuster Books Audio Cassette (August 1992) Simon & Schuster Books |
|||
| Zig Ziglar focuses on the art of persuasion in sale, and provides tips from successful salespeople. --This text refers to the paperback edition of this title Read more | |||
| 23. | Conceptual Selling by Robert Miller |
||
| Usually
dispatched in 1-2 weeks Warner Books, Inc. Paperback - 320 pages (February 1989) Warner Books, Inc. |
|||
| The author, Thomas Martin, VP,
North America, tmartin@millerheiman.com , 4 December, 1997 Call planning process - complement to Strategic Selling As the "tactical" component of the Miller Heiman sales operating system, Conceptual Selling focuses on the effective management of the individual sales call. Unlike "face time" systems that stress trial closes and other manipulative techniques, it concentrates on understanding... Read more |
|||
| 24. | The New Conceptual
Selling : The Most Effective and Proven Method for Face-To-Face Sales Planningtop by Stephen E. Heiman, et al |
||
| Usually
dispatched in 1-2 weeks Warner Books, Inc. Paperback - 374 pages (October 1999) Warner Books, Inc. |
|||
| 25. | Successful Cold Call
Selling : Over 100 New Ideas, Scripts, and Examples from the Nation's Foremost Sales
Trainer by Lee Boyan |
||
| Usually
dispatched in 1-2 weeks American Management Association Paperback - 275 pages (May 1989) American Management Association |
|||
| Not just for cold calls, but to
get a prospect's attention! I got so much more out of this book than the title suggests! Boyan takes the time to help you go over what you really WANT out of your prospecting and presenting efforts. He points out the flaws in the cold-hearted, selfish motives for sales, and shows how putting the customer's goals first, always...Read more |
|||