Hardball Selling

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Hardball Selling

Author : Robert L Shook
Publisher : Sourcebooks, Inc.
ISBN 13 : 1402214855
Total Pages : 225 pages
Book Rating : 4.4/5 (22 download)

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Book Synopsis Hardball Selling by : Robert L Shook

Download or read book Hardball Selling written by Robert L Shook and published by Sourcebooks, Inc.. This book was released on 2003-12-01 with total page 225 pages. Available in PDF, EPUB and Kindle. Book excerpt: Straightforward secrets and strategies for salespeople who want to join the winning top 5 percent of the sales force •Get your foot in the door •Control the sale without manipulation •Create a sense of urgency •Let the buyer participate •Learn the crucial subtleties of an aggressive approach •Target the biggest sales •Sell abroad And much more For many companies, 20 percent of their sales force generates 80 percent of their sales volume. In this hands-on guide, Robert L. Shook, a master salesman, teaches the high-pressure strategies that mean the difference between a super seller and a salesperson. The methods spelled out in this book describe what it takes to be in the elite 5 percent. In Hardball Selling, Shook inspires all salespeople to dare to be different and master hard selling without browbeating or offending customers. Shook spent 17 years in the trenches perfecting his successful strategies. Using the four basic principles of hardball selling, he guides you through all the steps, from getting past the "gatekeeper" to the single-minded tactics necessary to close a sale. "Shook's Hardball Selling is provocative and controversial—and filled with wonderful selling tips. I highly recommend it to every salesperson."—Martin D. Shafiroff, the world's No. 1 stockbroker

Hardball Selling

Author : Robert L Shook
Publisher : Sourcebooks, Inc.
ISBN 13 : 1402214855
Total Pages : 225 pages
Book Rating : 4.4/5 (22 download)

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Book Synopsis Hardball Selling by : Robert L Shook

Hardball

Author : Robert L. Shook
Publisher : William Morrow
ISBN 13 : 9780688090449
Total Pages : 224 pages
Book Rating : 4.0/5 (94 download)

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Book Synopsis Hardball by : Robert L. Shook

Download or read book Hardball written by Robert L. Shook and published by William Morrow. This book was released on 1990 with total page 224 pages. Available in PDF, EPUB and Kindle. Book excerpt: Though leaders in the business community may deny it, they know that high pressure makes sales. Hardball teaches the high-pressure strategies that mean the difference between being a superseller or a salesperson, giving that crucial edge to succeed in a competitive sales environment.

Sales Force Management

Author : Joseph F. Hair, Jr.
Publisher : John Wiley & Sons
ISBN 13 : 1119702836
Total Pages : 544 pages
Book Rating : 4.1/5 (197 download)

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Book Synopsis Sales Force Management by : Joseph F. Hair, Jr.

Download or read book Sales Force Management written by Joseph F. Hair, Jr. and published by John Wiley & Sons. This book was released on 2020-09-16 with total page 544 pages. Available in PDF, EPUB and Kindle. Book excerpt: The second edition of Sales Force Management prepares students for professional success in the field. Focused on the areas of customer loyalty, customer relationship management, and sales technology, this practical resource integrates selling and sales management while highlighting the importance of teamwork in any sales and marketing organization. The text presents core concepts using a comprehensive pedagogical framework—featuring real-world case studies, illustrative examples, and innovative exercises designed to facilitate a deeper understanding of sales management challenges and to develop stronger sales management skills. Supported with a variety of essential ancillary resources for instructors and students, Sales Force Management, 2nd Edition includes digital multimedia PowerPoints for each chapter equipped with voice-over recordings ideal for both distance and in-person learning. Additional assets include the instructor's manual, computerized and printable test banks, and a student companion site filled with glossaries, flash cards, crossword puzzles for reviewing key terms, and more. Integrating theoretical, analytical, and pragmatic approaches to sales management, the text offers balanced coverage of a diverse range of sales concepts, issues, and activities. This fully-updated edition addresses the responsibilities central to managing sales people across multiple channels and through a variety of methods. Organized into four parts, the text provides an overview of personal selling and sales management, discusses planning, organizing, and developing the sales force, examines managing and directing sales force activities, and explains effective methods for controlling and evaluating sales force performance.

Success Secrets of Sales Superstars

Author : Robert L. Shook
Publisher : Entrepreneur Press
ISBN 13 : 1599185024
Total Pages : 288 pages
Book Rating : 4.5/5 (991 download)

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Book Synopsis Success Secrets of Sales Superstars by : Robert L. Shook

Download or read book Success Secrets of Sales Superstars written by Robert L. Shook and published by Entrepreneur Press. This book was released on 2013-04-01 with total page 288 pages. Available in PDF, EPUB and Kindle. Book excerpt: Learn how Roger Newton, the co-discoverer of Lipitor, made an internal sale against all odds that championed the world's all-time best-selling drug. Meet Mark Roesler, CEO of CMG Worldwide, a firm that represents Elvis Presley, James Dean, Marilyn Monroe and hundreds of other departed celebrities. Gain valuable advice from storytellers Martin Shafiroff, America’s number-one financial advisor; Bob LaMonte, a super sports agent who specializes in representing NFL head coaches; Dave Liniger,CEO of RE/MAX... It doesn’t matter if you’re a novice, a seasoned professional, or a high-powered CEO—your success depends on how well you sell your product, your service, your idea, yourself. Seasoned salesmen Robert L. Shook and Barry Farber interviewed top salespersons across a variety of industries and have written a collection of fascinating stories, each offering a lesson, valuable insight, or nugget of wisdom that will enhance your selling skills and boost your sales production. As you read these first-person narratives, you will feel as if they are talking directly to you, revealing valuable details behind their greatest sales moves, and imparting priceless lessons on how to sell your way to success. Most important, you can put their valuable insights to immediate use to boost your career.

The Sales Bible, New Edition

Author : Jeffrey Gitomer
Publisher : John Wiley & Sons
ISBN 13 : 1118985818
Total Pages : 327 pages
Book Rating : 4.1/5 (189 download)

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Book Synopsis The Sales Bible, New Edition by : Jeffrey Gitomer

Download or read book The Sales Bible, New Edition written by Jeffrey Gitomer and published by John Wiley & Sons. This book was released on 2014-12-15 with total page 327 pages. Available in PDF, EPUB and Kindle. Book excerpt: The Sales Bible softbound – NEW EDITION WITH SOCIAL MEDIA ANSWERS Global sales authority Jeffrey Gitomer's bestselling classic, The Sales Bible, has been updated and appended in this new edition, offering you the ultimate sales methods and strategies that really work — every day, in real-world selling situations. With over 200,000 copies of the previous editions sold, The Sales Bible was listed as one of "The Ten Books Every Salesperson Should Own and Read" by the Dale Carnegie Sales Advantage Program. Jeffrey Gitomer's column, "Sales Moves," and blog, "SalesBlog.com" are read by more than four million people every week. His customers include Coca-Cola, BMW, Kimpton Hotels, Hilton, Wells Fargo Bank, IBM, Enterprise Rent-A-Car, Hewlett Packard, and hundreds of others. The Sales Bible is your personal, trusted, authoritative resource to reach your sales potential and shine like a star. Accept no substitutes. Here are a few highlights: The 10.5 Commandments of Selling Generate leads and close sales in any market environment Find 25 proven ways to set hard-to-get appointments Use top-down selling to fill your sales pipeline with prospects who are ready to buy now Ask the right questions to make more sales in half the time How to use the top social media platforms to create inbound leads and prove value The Sales Bible has helped tens of thousands of salespeople all over the world reach their potential and close the deal — and it can help you. So what are you waiting for?

Selling With Noble Purpose

Author : Lisa Earle McLeod
Publisher : John Wiley & Sons
ISBN 13 : 1119700922
Total Pages : 336 pages
Book Rating : 4.1/5 (197 download)

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Book Synopsis Selling With Noble Purpose by : Lisa Earle McLeod

Download or read book Selling With Noble Purpose written by Lisa Earle McLeod and published by John Wiley & Sons. This book was released on 2020-08-21 with total page 336 pages. Available in PDF, EPUB and Kindle. Book excerpt: Don’t let anyone tell you that you have to choose between making money and making a difference. Selling With Noble Purpose: How to Drive Revenue and Do Work That Makes You Proud, 2nd Edition is an update of the acclaimed book that changed the game in sales. Using real-world data, compelling stories and psychological research, Selling With Noble Purpose explains why salespeople who genuinely understand how they can make a difference to customers outsell those who only focus on internal targets and quotas. Sales leadership experts McLeod and Lotardo reveal how a Noble Sales Purpose (NSP) can drive a team to outstanding sales numbers. Whether you’re an executive, manager or aspiring sales leader, you’ll discover how to find your own Noble Sales Purpose and create a sales force of True Believers. This new edition covers: How firms overcome ferocious competition and how you can do the same Why sales organizations with a clear NSP outperform traditional sales teams How to avoid the trap of behaving like a transactional salesperson Why well-intended leaders often unknowingly erode purpose and differentiation How to use your NSP to increase customer engagement Why an NSP gives you clarity during times of uncertainty In an era where organizations often believe that money is the primary way to motivate salespeople, Selling with Noble Purpose offers and exciting and sustainable alternative.

Computerworld

Author :
Publisher :
ISBN 13 :
Total Pages : 128 pages
Book Rating : 4./5 ( download)

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Book Synopsis Computerworld by :

Download or read book Computerworld written by and published by . This book was released on 1997-09-15 with total page 128 pages. Available in PDF, EPUB and Kindle. Book excerpt: For more than 40 years, Computerworld has been the leading source of technology news and information for IT influencers worldwide. Computerworld's award-winning Web site (Computerworld.com), twice-monthly publication, focused conference series and custom research form the hub of the world's largest global IT media network.

Sales Masterclass

Author : Steve Allan
Publisher : Grosvenor House Publishing
ISBN 13 : 178623145X
Total Pages : 101 pages
Book Rating : 4.7/5 (862 download)

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Book Synopsis Sales Masterclass by : Steve Allan

Download or read book Sales Masterclass written by Steve Allan and published by Grosvenor House Publishing. This book was released on 2018-02-06 with total page 101 pages. Available in PDF, EPUB and Kindle. Book excerpt: Everyone on the planet is a salesperson. Regardless of your career path, even if you're a parent, you are a salesperson. If you have children then you'll understand that raising them is a skill and if you're not equipped with the right skills of persuading, negotiating and closing, your job is going to be even tougher. As sales training specialist Steve Allan explains, selling is a skill set that everyone needs in their life and with improved sales skills your life will improve

Computerworld

Author :
Publisher :
ISBN 13 :
Total Pages : 132 pages
Book Rating : 4./5 ( download)

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Book Synopsis Computerworld by :

Download or read book Computerworld written by and published by . This book was released on 1997-08-25 with total page 132 pages. Available in PDF, EPUB and Kindle. Book excerpt: For more than 40 years, Computerworld has been the leading source of technology news and information for IT influencers worldwide. Computerworld's award-winning Web site (Computerworld.com), twice-monthly publication, focused conference series and custom research form the hub of the world's largest global IT media network.

Sales

Author : Dan L. Schoepf
Publisher : WingSpan Press
ISBN 13 : 9781595940131
Total Pages : 0 pages
Book Rating : 4.9/5 (41 download)

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Book Synopsis Sales by : Dan L. Schoepf

Download or read book Sales written by Dan L. Schoepf and published by WingSpan Press. This book was released on 2004-10 with total page 0 pages. Available in PDF, EPUB and Kindle. Book excerpt: What can we learn from baseball greats that will help us succeed? Plenty. Master salesman and motivator Dan Schoepf shows you that there are more similarities between baseball and selling than you would think. And he gives concrete examples of how you can use the attitudes and actions of great men of baseball to turn yourself into a hall of fame salesperson. Sales: America's Other National Pastime is full of sales ideas that you and your team can put into play today.

Hard Ball

Author : James P. Quirk
Publisher : Princeton University Press
ISBN 13 : 1400832438
Total Pages : 245 pages
Book Rating : 4.4/5 (8 download)

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Book Synopsis Hard Ball by : James P. Quirk

Download or read book Hard Ball written by James P. Quirk and published by Princeton University Press. This book was released on 2021-07-13 with total page 245 pages. Available in PDF, EPUB and Kindle. Book excerpt: What can possibly account for the strange state of affairs in professional sports today? There are billionaire owners and millionaire players, but both groups are constantly squabbling over money. Many pro teams appear to be virtual "cash machines," generating astronomical annual revenues, but their owners seem willing to uproot them and move to any city willing to promise increased profits. At the same time, mayors continue to cook up "sweetheart deals" that lavish benefits on wealthy teams while imposing crushing financial hardships on cities that are already strapped with debt. To fans today, professional sports teams often look more like professional extortionists. In Hard Ball, James Quirk and Rodney Fort take on a daunting challenge: explaining exactly how things have gotten to this point and proposing a way out. Both authors are professional economists who specialize in the economics of sports. Their previous book, Pay Dirt: The Business of Professional Team Sports, is widely acknowledged as the Bible of sports economics. Here, however, they are writing for sports fans who are trying to make sense out of the perplexing world of pro team sports. It is not money, in itself, that is the cause of today's problems, they assert. In fact, the real problem stems from one simple fact: pro sports are monopolies that are fully sanctioned by the U.S. government. Eliminate the monopolies, say Quirk and Fort, and all problems can be solved. If the monopolies are allowed to persist, so will today's woes. The authors discuss all four major pro team sports: baseball, football, basketball, and hockey. Hard Ball is filled with anecdotes, case studies, and factual information that are brought together here for the first time. Quirk and Fort devote chapters to the main protagonists in the pro sports saga--media, unions, players, owners, politicians, and leagues--before they offer their own prescription for correcting the ills that afflict sports today. The result is an engaging and persuasive book that is sure to be widely read, cited, and debated. It is essential reading for every fan.

A Nation of Salesmen: The Tyranny of the Market and the Subversion of Culture

Author : Earl Shorris
Publisher : W. W. Norton & Company
ISBN 13 : 039306557X
Total Pages : 425 pages
Book Rating : 4.3/5 (93 download)

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Book Synopsis A Nation of Salesmen: The Tyranny of the Market and the Subversion of Culture by : Earl Shorris

Download or read book A Nation of Salesmen: The Tyranny of the Market and the Subversion of Culture written by Earl Shorris and published by W. W. Norton & Company. This book was released on 2012-01-09 with total page 425 pages. Available in PDF, EPUB and Kindle. Book excerpt: If Adam is the archetype of man, and Eve of woman, then the serpent who sold the apple to Eve in the Garden of Eden was the first salesman: all culture and commerce flow from that act. In this groundbreaking book on the nature and meaning of the sale, Earl Shorris takes us on a journey that starts in Eden and comes at last to a consideration of where we are and what we have become by the late twentieth-century, when selling finally became the dominant human activity. Shorris focuses on the perfection of this particular art in America, where the vast frontier with its isolated settlements cast the salesman in a heroic role: he was literally the bearer of culture, the source of a panoply of needed and wanted items, everything from parasols to plowshares. He was Prometheus. All of this changed dramatically in the years following World War II, when it dawned on manufacturers and sellers that the American economy was producing more goods than people wanted or needed. Demand would have to be created in order to sustain the expansion of markets, and then, as the economy became oversold, the role of the salesman changed: his task was now to kill the competition. The argument of this brilliant work draws on classical philosophy, contemporary politics, psychology, and economics; it is grounded in the author's long experience as an advertising executive and consultant to major corporations. His firsthand observations and interviews with salesmen of every description form the anecdotal bedrock of the narrative, which is further enlivened by a series of fictions in which salesmen practice aspects of their trade. Out of these stories and insights emerges a chilling new paradigm of human life in our times: that of Homo vendens. Shorris shows us how America became a nation of salesmen, and what this means to our economy, our politics, our culture, and our character—especially our freedom to live as dignified persons.

CMT Level I 2016

Author : Mkt Tech Assoc
Publisher : John Wiley & Sons
ISBN 13 : 1119222699
Total Pages : 768 pages
Book Rating : 4.1/5 (192 download)

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Book Synopsis CMT Level I 2016 by : Mkt Tech Assoc

Download or read book CMT Level I 2016 written by Mkt Tech Assoc and published by John Wiley & Sons. This book was released on 2015-12-07 with total page 768 pages. Available in PDF, EPUB and Kindle. Book excerpt: Everything you need to pass Level I of the CMT Program CMT Level I 2016: An Introduction to Technical Analysis fully prepares you to demonstrate the basic competencies of an entry-level analyst, including a working knowledge of terminology and the ability to discuss key concepts and fundamental analytical tools. Covered topics address theory and history, markets, market indicators, construction, confirmation, cycles, selection and decision, system testing, statistical analysis, and ethics. The Level I exam emphasizes trend, chart, and pattern analysis. This cornerstone guidebook of the Chartered Market Technician® Program will provide every advantage to passing Level I.

Wine Sales and Distribution

Author : Paul Wagner
Publisher : Rowman & Littlefield
ISBN 13 : 1538185164
Total Pages : 315 pages
Book Rating : 4.5/5 (381 download)

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Book Synopsis Wine Sales and Distribution by : Paul Wagner

Download or read book Wine Sales and Distribution written by Paul Wagner and published by Rowman & Littlefield. This book was released on 2024-04-02 with total page 315 pages. Available in PDF, EPUB and Kindle. Book excerpt: This expanded second edition includes new technologies and market changes post-COVID, this comprehensive book covers every element of consultative wine sales, from understanding the market and the customer to providing excellent customer service. It covers the principles, strategies, and practices employed by top-notch wine professionals.

Breakthrough! How To Explode the Production of Experienced Consultants

Author : Steven M. Finkel
Publisher :
ISBN 13 :
Total Pages : 380 pages
Book Rating : 4./5 ( download)

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Book Synopsis Breakthrough! How To Explode the Production of Experienced Consultants by : Steven M. Finkel

Download or read book Breakthrough! How To Explode the Production of Experienced Consultants written by Steven M. Finkel and published by . This book was released on 1994 with total page 380 pages. Available in PDF, EPUB and Kindle. Book excerpt:

The All-New Real Estate Foreclosure, Short-Selling, Underwater, Property Auction, Positive Cash Flow Book

Author : Chantal Howell Carey
Publisher : John Wiley & Sons
ISBN 13 : 0470529253
Total Pages : 288 pages
Book Rating : 4.4/5 (75 download)

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Book Synopsis The All-New Real Estate Foreclosure, Short-Selling, Underwater, Property Auction, Positive Cash Flow Book by : Chantal Howell Carey

Download or read book The All-New Real Estate Foreclosure, Short-Selling, Underwater, Property Auction, Positive Cash Flow Book written by Chantal Howell Carey and published by John Wiley & Sons. This book was released on 2009-07-23 with total page 288 pages. Available in PDF, EPUB and Kindle. Book excerpt: Praise for How to Sell Your Home Without a Broker "On a scale of 1 to 10, this book is a 10." Robert Bruss Jump into the real estate game and win big! Home values are crashing and foreclosures are way up. You might think this is a terrible time to get into the real estate market but you'd be wrong! A crashing real estate market offers plenty of opportunity to profit, if you know how to change your strategy and adjust to the new market reality. In The All-New Real Estate Foreclosure, Short-Selling, Underwater, Property Auction, Positive Cash Flow Book, top real estate investors and authors Chantal and Bill Carey show you how to get in safely and get out profitably. They present four new strategies for taking advantage of today's high foreclosure rate and explain how to invest for the long-term as the market resets to more realistic levels. Novice investors will find plenty of strategies for profiting without risking all they have, and old hands will find new, unconventional techniques that will help them continue to profit even if the market continues to struggle. Inside, you'll learn how to: Combine short-term and long-term investing strategies for cash flow today and tomorrow Buy mortgages in foreclosure at rock-bottom short-sale prices Avoid dealing with lenders by using the seller as your banker Utilize the right type of real estate auction for your investment needs Maximize your cash flow for big profits now and in the future Prepare yourself to profit from rising prices and near-term inflation Whether you're a first-timer or an experienced real estate pro, this is the ultimate guide to getting into the real estate market safely and cheaply and getting out rich!