World of Selling

ISBN-13: 9780470617861 / Angielski / Miękka / 2010 / 416 str.

II Eric Taylor; David Riklan

Opis

Of the 17 million people in the U.S. who are involved directly or indirectly in sales, many repeatedly acknowledge facing four major challenges:

1. No prior sales education or training
2. Lack of formalized sales training, resources, and methodologies provided by their companies
3. Due to the recession and downsizing era, lack of 12-18 month professional sales training for new hires provided by Fortune 500 companies
4. A consistent struggle to keep their sales force, distributors, manufacturers reps and affiliates motivated and focused on effectively selling their products and services

Mastering the World of Selling helps companies and entrepreneurs overcome these four major obstacles with candid advice and winning strategies from the leading sales trainers and training companies in the world: Acclivus*AchieveGlobal*Action Selling*Tony Allesandra*Brian Azar*Baker Communications, Inc.*Mike Bosworth*Ian Brodie*Ed Brodow*Mike Brooks*Bob Burg*Jim Cathcart*Robert Cialdini PhD*Communispond, Inc.*Tim Connor*CustomerCentric Selling*Dale Carnegie*Sam Deep*Bryan Dodge*Barry Farber*Jonathan Farrington*Jeffrey Fox*Colleen Francis*FranklinCovey Sales Performance Solutions*Thomas A. Freese*Patricia Fripp*Ari Galper*General Physics Corporation*Jeffrey Gitomer*Charles H. Green*Ford Harding*Holden International*Chet Holmes*Tom Hopkins*Huthwaite, Inc.*Imparta, Ltd.*InfoMentis, Inc.*Integrity Solutions*Janek Performance Group, Inc.*Tony Jeary*Dave Kahle*Ron Karr*Knowledge-Advantage, Inc.*Jill Konrath*Dave Kurlan*Ron LaVine*Kendra Lee*Ray Leone*Chris Lytle*Paul McCord*Mercuri International*Miller Heiman, Inc.*Anne Miller*Dr. Ivan Misner*Michael Macedonio*Sharon Drew Morgen*Napoleon Hill Foundation*Michael Oliver*Rick Page*Anthony Parinello*Michael Port*Porter Henry*Prime Resource Group, Inc.*Neil Rackham*Revenue Storm*Linda Richardson*Keith Rosen*Frank Rumbauskas*Sales Performance International, Inc.*Sandler Training*Dr. Tom Sant*Stephan Schiffman*Dan Seidman*Blair Singer*Terri Sjodin*Art Sobczak*Drew Stevens, PhD*STI International*The Brooks Group*The Friedman Group*The TAS Group*Brian Tracy*ValueSelling Associates*Wendy Weiss&*Jacques Werth*Floyd Wickman*Wilson Learning*Dirk Zeller*Tom Ziglar*Zig Ziglar

Spis treści

Foreword.

Introduction: Nothing Happens Until Somebody Sells Something... (Eric Taylor and David Riklan).

Chapter 1: Acclivus.

Chapter 2: AchieveGlobal.

Chapter 3: Action Selling.

Chapter 4: Tony Allesandra.

Chapter 5: Brian Azar.

Chapter 6: Baker Communications Inc.

Chapter 7: Mike Bosworth.

Chapter 8: Ian Brodie.

Chapter 9: Ed Brodow.

Chapter 10: Mike Brooks.

Chapter 11: Bob Burg.

Chapter 12: Jim Cathcart.

Chapter 13: Robert Cialdini Ph.D.

Chapter 14: Communispond Inc.

Chapter 15: Tim Connor.

Chapter 16: Customer Centric Selling.

Chapter 17: Dale Carnegie Training.

Chapter 18: Sam Deep.

Chapter 19: Bryan Dodge.

Chapter 20: Barry Farber.

Chapter 21: Jonathan Farrington.

Chapter 22: Jeffrey Fox.

Chapter 23: Colleen Francis.

Chapter 24: FranklinCovey Sales Performance Solutions.

Chapter 25: Thomas A. Freese.

Chapter 26: Patricia Fripp.

Chapter 27: Ari Galper.

Chapter 28: General Physics Corporation.

Chapter 29: Jeffrey Gitomer.

Chapter 30: Charles H. Green.

Chapter 31: Ford Harding.

Chapter 32: Holden International.

Chapter 33: Chet Holmes.

Chapter 34: Tom Hopkins.

Chapter 35: Huthwaite, Inc.

Chapter 36: Imparta, Ltd.

Chapter 37: InfoMentis, Inc.

Chapter 38: Integrity Solutions.

Chapter 39: Janek Performance Group, Inc.

Chapter 40: Tony Jeary.

Chapter 41: Dave Kahle.

Chapter 42: Ron Karr

Chapter 43: Knowledge–Advantage, Inc.

Chapter 44: Jill Konrath.

Chapter 45: Dave Kurlan.

Chapter 46: Ron LaVine.

Chapter 47: Kendra Lee.

Chapter 48: Ray Leone.

Chapter 49: Chris Lytle.

Chapter 50: Paul McCord.

Chapter 51: Mercuri International.

Chapter 52: Miller Heiman Inc.

Chapter 53: Anne Miller.

Chapter 54: Dr. Ivan Misner & Michael Macedonio.

Chapter 55: Sharon Drew Morgen.

Chapter 56: Napoleon Hill Foundation.

Chapter 57: Michael Oliver.

Chapter 58: Rick Page.

Chapter 59: Anthony Parinello.

Chapter 60: Michael Port.

Chapter 61: Porter Henry.

Chapter 62: Prime Resource Group, Inc.

Chapter 63: Neil Rackham.

Chapter 64: Revenue Storm.

Chapter 65: Linda Richardson.

Chapter 66: Keith Rosen.

Chapter 67: Frank Rumbauskas.

Chapter 68: Sales Performance International, Inc.

Chapter 69: Sandler Training.

Chapter 70: Tom Sant.

Chapter 71: Stephan Schiffman.

Chapter 72: Dan Seidman.

Chapter 73: Blair Singer.

Chapter 74: Terri Sjodin

Chapter 75: Art Sobczakt.

Chapter 76: Drew Stevens Ph.D.

Chapter 77: STI International.

Chapter 78: The Brooks Group.

Chapter 79: The Friedman Group.

Chapter 80: The TAS Group.

Chapter 81: Brian Tracy.

Chapter 82: ValueSelling Associates.

Chapter 83: Wendy Weiss.

Chapter 84: Jacques Werth.

Chapter 85: Floyd Wickman.

Chapter 86: Wilson Learning.

Chapter 87: Dirk Zeller.

Chapter 88: Zig Ziglar.

Chapter 89: Eric Taylor.

Chapter 90: Additional Sales Trainers and Sales Training Resources.

O autorze

Eric Taylor is the President and Chief Collaboration Officer of Empowerment Group International. Eric speaks, trains, and coaches at some of America′s most respected companies on the topics of sales, leadership, employee motivation, and personal development.

David Riklan is the founder of SelfGrowth.com, the #1–ranked self–improvement Web site on the Internet, and President of Self Improvement Online, Inc., a company that specializes in publishing information on self–improvement, business, and natural health on the Internet.