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Selling the Wheel电子书

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60人正在读 | 0人评论 9.8

作       者:Jeff Cox

出  版  社:Simon & Schuster

出版时间:2001-01-24

字       数:29.4万

所属分类: 进口书 > 外文原版书 > 经管/金融

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  • 读书简介
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  • 读书简介
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Jeff Cox displayed his remarkable gift for translating complex theories into entertaining stories as the coauthor of Zapp! and The Goal. Now, in collaboration with sales and marketing guru Howard Stevens, Ceo of the H. R. Chally Group, he tells a story in the style of an ancient parable to reveal vital lessons gleaned from decades of research on salespeople and customers -- lessons that will help you identify the right way to sell successfully. Selling the Wheel recounts the story of Max, the resourceful fellow who invented the Wheel and found himself faced with the challenge of convincing people to accept his breakthrough innovation. In so doing, it demonstrates four essential selling styles, each requiring a distinctly different type of salesperson and selling approach. As Chally's research clearly shows, no company can be all things to all customers: sales tactics and strategies must change as technologies and markets mature to reflect new values demanded by customers. Written with humor and filled with practical insights, Selling the Wheel will be treasured by managers, salespeople, and entrepreneurs everywhere.
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Cover

Title Page

Copyright

Contents

Advance Praise for Selling the Wheel

Dedication

Introduction

Part One:

1

2

notes

3

4

5

6

7

8

9

Part Two:

10

11

12

13

14

15

16

Part Three:

17

18

19

20

21

Part Four:

22

23

24

25

26

27

THE WHEEL OF SALES

Technology

Customers

Salespeople

Strategy

Selling Approach

Marketing

Getting the Sale

Service

THE FUTURE OF SALES

Acknowledgments

ABOUT THE H. R. CHALLY GROUP

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