Selling the Wheel Choosing the Best Way to Sell for You, Your Company, Your Customers

ISBN-10: 0684856018

ISBN-13: 9780684856018

Edition: 2001

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Description: Jeff Cox displayed his remarkable gift for translating complex theories into entertaining stories as the coauthor ofZapp!andThe 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 Wheelrecounts 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 Wheelwill be treasured by managers, salespeople, and entrepreneurs everywhere.

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Book details

List price: $16.99
Copyright year: 2001
Publisher: Touchstone
Publication date: 1/3/2001
Binding: Paperback
Pages: 256
Size: 5.50" wide x 8.50" long x 0.50" tall
Weight: 0.550
Language: English

Briannbsp;Hawkernbsp;has been involved with highway design and construction since the 1950s working for consulting engineers, local and central government. He was Head of Roads Major Projects Division in the Welsh Office.nbsp;Howard Stevensnbsp;has worked as supervisory management, with motorways and major roadworks from the North West to the Midlands, London and the South East, Yorkshire, the West Country, and North and South Wales.

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