Value-Added Selling, Fourth Edition: How to Sell More Profitably, Confidently, and Professionally by Competing on Value—Not Price

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Author :
Publisher : McGraw Hill Professional
ISBN 13 : 1260134741
Total Pages : 369 pages
Book Rating : 4.2/5 (61 download)

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Book Synopsis Value-Added Selling, Fourth Edition: How to Sell More Profitably, Confidently, and Professionally by Competing on Value—Not Price by : Tom Reilly

Download or read book Value-Added Selling, Fourth Edition: How to Sell More Profitably, Confidently, and Professionally by Competing on Value—Not Price written by Tom Reilly and published by McGraw Hill Professional. This book was released on 2018-07-27 with total page 369 pages. Available in PDF, EPUB and Kindle. Book excerpt: The global, go-to guide that started the Value Selling Revolution—now updated for today’s market“Value” is about more than just price. Good salespeople understand that and know what differentiates their products from that of competitors. In the first edition of Value-Added Selling, industry guru Tom Reilly tackled the most common problem that salespeople faced: overcoming customer concerns about pricing. That book went on to become the global, go-to guide for value-added selling. Since then, the industry–and the world—has changed dramatically. Developments in technology, including price comparison apps and search engines, now provide consumers with more information than ever, making it much harder to value and sell your product. Additionally, millennials, who now comprise the largest population in the workforce, prefer to do things differently than prior generations. This updated fourth edition of Reilly’s classic guide examines the latest trends and technology that have impacted the market and provides expert advice on leveraging current technology to increase sales. Value-Added Selling, 4th Edition offers proven strategies and tactics to help you not only close more sales but improve repeat business without compromising on price. You’ll learn how to anticipate the needs, wants, and concerns of buyers from the very beginning of the sales process. The book shows how to compete more profitably by selling value, not price.

Value Added Selling

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Author :
Publisher : McGraw Hill Professional
ISBN 13 : 9780071416832
Total Pages : 296 pages
Book Rating : 4.4/5 (168 download)

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Book Synopsis Value Added Selling by : Thomas P. Reilly

Download or read book Value Added Selling written by Thomas P. Reilly and published by McGraw Hill Professional. This book was released on 2003 with total page 296 pages. Available in PDF, EPUB and Kindle. Book excerpt: In a marketplace too often focused on price, Value-Added Selling provides sales professionals with a market-proven approach for selling customers on the inherent value of a product. Based on a value-selling model proven to work across industries and product lines, this step-by-step book explains how to define value in the client's terms, orient a pitch to fit the client's needs, and close the deal. It gives sales pros the tools and confidence they need to--now and forever--deemphasize price in the selling equation.

Value-Added Selling

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Publisher :
ISBN 13 :
Total Pages : pages
Book Rating : 4.:/5 (958 download)

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Book Synopsis Value-Added Selling by : Tom Reilly

Download or read book Value-Added Selling written by Tom Reilly and published by . This book was released on 2010 with total page pages. Available in PDF, EPUB and Kindle. Book excerpt:

Value-added Selling : how to Sell More Profitably, Confidently, and Professionally by Competing on Value, Not Price

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Author :
Publisher : Tata McGraw-Hill Education
ISBN 13 : 9780071067171
Total Pages : 0 pages
Book Rating : 4.0/5 (671 download)

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Book Synopsis Value-added Selling : how to Sell More Profitably, Confidently, and Professionally by Competing on Value, Not Price by : Tom Reilly

Download or read book Value-added Selling : how to Sell More Profitably, Confidently, and Professionally by Competing on Value, Not Price written by Tom Reilly and published by Tata McGraw-Hill Education. This book was released on 2015 with total page 0 pages. Available in PDF, EPUB and Kindle. Book excerpt:

Value-Added Selling: How to Sell More Profitably, Confidently, and Professionally by Competing on Value, Not Price 3/e

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Author :
Publisher : McGraw Hill Professional
ISBN 13 : 0071702687
Total Pages : 289 pages
Book Rating : 4.0/5 (717 download)

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Book Synopsis Value-Added Selling: How to Sell More Profitably, Confidently, and Professionally by Competing on Value, Not Price 3/e by : Tom Reilly

Download or read book Value-Added Selling: How to Sell More Profitably, Confidently, and Professionally by Competing on Value, Not Price 3/e written by Tom Reilly and published by McGraw Hill Professional. This book was released on 2010-04-16 with total page 289 pages. Available in PDF, EPUB and Kindle. Book excerpt: Your customers have come a long waysince Value-Added Selling was publishedtwenty-five years ago. More knowledgeable,proactive, and price conscious, they regularlyscour the Internet for low prices andhave come to expect much more for eachdollar they spend. Now, Tom Reilly has updated his salesclassic to address a marketplace where slashingdeals has become the standard response tobuyers’ addictions to bargain-basement prices.Used to great success for more than twodecades and through every type of economy,Reilly’s pioneering value-added sales methodoperates according to two simple rules: Addvalue, not cost; sell value, not price. It’s theonly way to protect your profit margins withtoday’s customers. Value-Added Selling provides the strategies andtactics you need to not only close more salesbut to improve repeat business by understandingbuyers’ needs from their perspective—and defining “value” accordingly. Reilly thenhelps you: Build a master plan that clearlydirects your selling efforts Create sales tools that help youcommunicate your value Develop and execute effectivevalue-added sales calls Connect with and sell to decisionmakers at the highest levels Increase customer retention bycontinuously creating new value There’s nothing stopping you from joiningthe armies of salespeople who choose to competeon price. You can always lower your priceand land a few sales. But at what cost? If youwant to sell more products or services, moreprofi tably, to more people, you must resist thistemptation and begin focusing on value. Use Value-Added Selling to consistently delivermeaningful value to your customers, competeat a higher level than your competition, andprotect your profi ts in any kind of economy.

Value-Added Selling: How to Sell More Profitably, Confidently, and Professionally by Competing on Value, Not Price 3/e

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Author :
Publisher : Mcgraw-hill
ISBN 13 : 9780071664875
Total Pages : 288 pages
Book Rating : 4.6/5 (648 download)

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Book Synopsis Value-Added Selling: How to Sell More Profitably, Confidently, and Professionally by Competing on Value, Not Price 3/e by : Tom Reilly

Download or read book Value-Added Selling: How to Sell More Profitably, Confidently, and Professionally by Competing on Value, Not Price 3/e written by Tom Reilly and published by Mcgraw-hill. This book was released on 2010-03-22 with total page 288 pages. Available in PDF, EPUB and Kindle. Book excerpt: Your customers have come a long way since Value-Added Selling was published twenty-five years ago. More knowledgeable, proactive, and price conscious, they regularly scour the Internet for low prices and have come to expect much more for each dollar they spend. Now, Tom Reilly has updated his sales classic to address a marketplace where slashing deals has become the standard response to buyers’ addictions to bargain-basement prices. Used to great success for more than two decades and through every type of economy, Reilly’s pioneering value-added sales method operates according to two simple rules: Add value, not cost; sell value, not price. It’s the only way to protect your profit margins with today’s customers. Value-Added Selling provides the strategies and tactics you need to not only close more sales but to improve repeat business by understanding buyers’ needs from their perspective— and defining “value” accordingly. Reilly then helps you: Build a master plan that clearly directs your selling efforts Create sales tools that help you communicate your value Develop and execute effective value-added sales calls Connect with and sell to decision makers at the highest levels Increase customer retention by continuously creating new value There’s nothing stopping you from joining the armies of salespeople who choose to compete on price. You can always lower your price and land a few sales. But at what cost? If you want to sell more products or services, more profi tably, to more people, you must resist this temptation and begin focusing on value. Use Value-Added Selling to consistently deliver meaningful value to your customers, compete at a higher level than your competition, and protect your profi ts in any kind of economy.

Value Added Selling Techniques

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Publisher :
ISBN 13 : 9780944448076
Total Pages : 184 pages
Book Rating : 4.4/5 (48 download)

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Book Synopsis Value Added Selling Techniques by : Thomas P. Reilly

Download or read book Value Added Selling Techniques written by Thomas P. Reilly and published by . This book was released on 1987 with total page 184 pages. Available in PDF, EPUB and Kindle. Book excerpt:

Winning with Customers

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Publisher : John Wiley & Sons
ISBN 13 : 0470768517
Total Pages : 502 pages
Book Rating : 4.4/5 (77 download)

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Book Synopsis Winning with Customers by : D. Keith Pigues

Download or read book Winning with Customers written by D. Keith Pigues and published by John Wiley & Sons. This book was released on 2010-08-13 with total page 502 pages. Available in PDF, EPUB and Kindle. Book excerpt: Do Your Customers Make More Money Doing Business With You? Knowing the answer can help you build measurable and valuable customer relationships, outperform the competition, and unlock profitable growth. Companies are blind to opportunities for profitable customer relationships without a deep understanding of how they create customer value relative to competitors. With a rigorous and measurable understanding of how customers make more money today and in the future with you, combined with supporting plans and tools to align the entire organization for success, a company can win and win big. Winning with Customers offers a step-by-step playbook to help companies develop this capability for themselves, act on it, build a culture around it and sustain it over time. The playbook includes case studies, interviews, and tools from leading B2B companies who have demonstrated success. Written by recognized business thought leaders and practitioners, this book will guide you to profitable growth. The book also serves as a launch point into a community of like-minded executives that includes a companion website which offers exercises, access to thought leaders, and other tools help you win with customers.

Value-Added Selling

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Author :
Publisher : Tata McGraw-Hill Education
ISBN 13 : 9780070588783
Total Pages : 0 pages
Book Rating : 4.5/5 (887 download)

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Book Synopsis Value-Added Selling by : Reilly

Download or read book Value-Added Selling written by Reilly and published by Tata McGraw-Hill Education. This book was released on 2004-07 with total page 0 pages. Available in PDF, EPUB and Kindle. Book excerpt: In a marketplace too often focused on price, Value-Added Selling provides sales professionals with a market-proven approach for selling customers on the inherent value of a product. Based on a value-selling model proven to work across industries and product lines, this step-by-step book explains how to define value in the client's terms, orient a pitch to fit the client's needs, and close the deal. It gives sales pros the tools and confidence they need tonow and foreverdeemphasize price in the selling equation.

Selling Value

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Author :
Publisher : Greenleaf Book Group
ISBN 13 : 0692401121
Total Pages : 192 pages
Book Rating : 4.6/5 (924 download)

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Book Synopsis Selling Value by : Don Hutson

Download or read book Selling Value written by Don Hutson and published by Greenleaf Book Group. This book was released on 2015-03-03 with total page 192 pages. Available in PDF, EPUB and Kindle. Book excerpt: SELLING VALUE is 305 pages of solid content to help you out perform your competition while keeping your customers happy. It is presented in four parts: Mastering the Head Game; Your Blueprint for Sales Success; Understanding Your Customer; and Securing and Growing the Business; The fifteen chapters outline the most critical content for exceptional sales results in a competitive environment. One premise set forth is that the most important definition of value is your prospect’s definition! If properly queried, ten prospects might well give you ten different answers and to what they value most. With exceptional skills of differentiating and adapting the value elements of your deliverables, you can hit the mark for all ten of them! From the important basics in Part I to the advanced selling skills in Part IV, you will gain many ideas from this content-rich work on the skill of SELLING VALUE for greater successds!

Michael Porter's Value Chain

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Author :
Publisher : 50 Minutes
ISBN 13 : 2806265908
Total Pages : 28 pages
Book Rating : 4.8/5 (62 download)

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Book Synopsis Michael Porter's Value Chain by : 50minutes,

Download or read book Michael Porter's Value Chain written by 50minutes, and published by 50 Minutes. This book was released on 2015-09-02 with total page 28 pages. Available in PDF, EPUB and Kindle. Book excerpt: Understand Michael Porter’s value chain in no time! Find out everything you need to know about this valuable business tool with this practical and accessible guide. The Harvard Business School professor Michael E. Porter has dedicated much of his career to studying competitive advantage. One of his best-known concepts is the value chain, which is used to deliver a product or service to the market and has three key objectives: to improve services, to reduce costs and to create value. The model can be applied to virtually any business in any sector, making it a vital tool for companies looking to make the most of their competitive advantage in an increasingly crowded market. In 50 minutes you will be able to: •Identify the nine functions that generate value within a business •Analyse your company’s activity to make the most of your competitive advantage •Find areas for improvement and take concrete steps to maximise performance ABOUT 50MINUTES.COM | MANAGEMENT AND MARKETING The Management and Marketing series from the 50Minutes collection provides the tools to quickly understand the main theories and concepts that shape the economic world of today. Our publications will give you elements of theory, definitions of key terms and case studies in a clear and easily digestible format, making them the ideal starting point for readers looking to develop their skills and expertise.

Sales for Lawyers

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Publisher :
ISBN 13 : 9780988639058
Total Pages : 202 pages
Book Rating : 4.6/5 (39 download)

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Book Synopsis Sales for Lawyers by : Shavon Jones

Download or read book Sales for Lawyers written by Shavon Jones and published by . This book was released on 2019-11 with total page 202 pages. Available in PDF, EPUB and Kindle. Book excerpt: The first sales book written specifically for lawyers, Sales for Lawyers teaches lawyers how to use common lead generation tools and selling techniques in compliance with the Rules of Professional Conduct. Entrepreneur and real estate mogul, R. Donahue Peebles, contributes an intriguing foreword about client expectations.

Contemporary Selling

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Author :
Publisher : Routledge
ISBN 13 : 1317360834
Total Pages : 436 pages
Book Rating : 4.3/5 (173 download)

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Book Synopsis Contemporary Selling by : Mark W. Johnston

Download or read book Contemporary Selling written by Mark W. Johnston and published by Routledge. This book was released on 2016-02-19 with total page 436 pages. Available in PDF, EPUB and Kindle. Book excerpt: Contemporary Selling is the only book on the market that combines full coverage of 21st century personal selling processes with a basic look at sales management practices in a way that students want to learn and instructors want to teach. The overarching theme of the book is enabling salespeople to build relationships successfully and to create value with customers. Johnston and Marshall have created a comprehensive, holistic source of information about the selling function in modern organizations that links the process of selling (what salespeople do) with the process of managing salespeople (what sales managers do). A strong focus on the modern tools of selling, such as customer relationship management (CRM), social media and technology-enabled selling, and sales analytics, means the book continues to set the standard for the most up-to-date and student-friendly selling book on the market today. Pedagogical features include: Mini-cases to help students understand and apply the principles they have learned in the classroom Ethical Dilemma and Global Connection boxes that simulate real-world challenges faced by salespeople and their managers Role Plays that enable students to learn by doing A companion website includes an instructor’s manual, PowerPoints, and other tools to provide additional support for students and instructors.

Crush Price Objections: Sales Tactics for Holding Your Ground and Protecting Your Profit

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Author :
Publisher : McGraw Hill Professional
ISBN 13 : 0071702679
Total Pages : 193 pages
Book Rating : 4.0/5 (717 download)

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Book Synopsis Crush Price Objections: Sales Tactics for Holding Your Ground and Protecting Your Profit by : Tom Reilly

Download or read book Crush Price Objections: Sales Tactics for Holding Your Ground and Protecting Your Profit written by Tom Reilly and published by McGraw Hill Professional. This book was released on 2010-02-19 with total page 193 pages. Available in PDF, EPUB and Kindle. Book excerpt: Hold the line on price in every transaction—from the leading expert on Value-Added Selling! These days it seems like we’re always in a buyer’s market. But even at a time when the word value is usedinterchangeably with cheap and the Internet is a bargain hunter’s paradise, there are ways for sales professionalsto regain the upper hand. In Crush Price Objections, Tom Reilly, bestselling author of Value-AddedSelling, teaches field-tested tactics for engaging price shoppers and holding the line on declining profits. Itprovides tips and tactics for: Developing a price-objection counterattack before you meet with buyers Using questions and compelling presentations to move theconversation away from the subject of price Destroying price objections if they surface Understanding why and when to raise your prices Creating winning bids—on paper and online Crush Price Objections offers you the tactical support you need to focus specifically on price resistance inorder to attain maximum profit in the most challenging circumstances. Let Tom Reilly show you how to stophaggling—and start closing!

Wholesale

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Author :
Publisher : CreateSpace
ISBN 13 : 9781508957195
Total Pages : 24 pages
Book Rating : 4.9/5 (571 download)

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Book Synopsis Wholesale by : Susan Varson

Download or read book Wholesale written by Susan Varson and published by CreateSpace. This book was released on 2015-03-20 with total page 24 pages. Available in PDF, EPUB and Kindle. Book excerpt: "Wholesale: The Ultimate Wholesale Sourcing Guide to Earning Big Profits on Amazon FBA and EBay!" Learn everything you need to know about wholesale sourcing and be on your way to success. This book is for those who want to start a wholesale sourcing or for those who are already in the business. If you want to increase your profit margins, then this is the right thing for you. Wholesale sourcing industry is a competitive field of business, but it also provides the largest opportunities especially because online markets allow you to connect to wider networks all over the world. You will learn the different dos and don'ts in starting and maintaining your wholesale sourcing business. By the time you finish reading this book you are going to be able to understand better what wholesale sourcing is about and you will be able to apply the things you will learn in order to be successful in your business venture. Why You Must Have This Book! > In this book you will learn what wholesale sourcing is and what techniques are available out there > This book will teach you the steps on how to get started with business > In this book you will learn how to be successful in Amazon FBA and eBay > This book will guide you through find the right products, market, and suppliers > This book will teach you on how to spot scammers and fake companies that can destroy your business > In this book you will learn tips and techniques to make sure you get higher profit margin in wholesale sourcing What You'll Discover from the Book "Wholesale: The Ultimate Wholesale Sourcing Guide to Earning Big Profits on Amazon FBA and EBay!" ** Why you need to learn the dos and don'ts of wholesale sourcing ** How to start and maintain your wholesale sourcing business ** Step by step instructions on how to pick the right products to sell, the right market to sell these products to, and the right suppliers that can give you the biggest discounts **The importance of being able to know every important detail on wholesale sourcing **What to do in order to have a good relationship with suppliers and clients and what to do in order to be one of the best sellers in the market **How to make sure that you are not being tricked by some scammers, middlemen, and fake companies out there Let's Learn Together! Hurry! For a limited time you can download "Wholesale: The Ultimate Wholesale Sourcing Guide to Earning Big Profits on Amazon FBA and EBay!" for a special discounted price of only $2.99 Download Your Copy Right Now Before It's Too Late! Just Scroll to the top of the page and select the Buy Button. ----- TAGS: Amazon FBA, Thift Store, Selling on Ebay, Selling on Etsy, Craigslist, Private Label, Ebay Business

Selling the Price Increase

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Author :
Publisher : John Wiley & Sons
ISBN 13 : 1119899303
Total Pages : 359 pages
Book Rating : 4.1/5 (198 download)

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Book Synopsis Selling the Price Increase by : Jeb Blount

Download or read book Selling the Price Increase written by Jeb Blount and published by John Wiley & Sons. This book was released on 2022-06-07 with total page 359 pages. Available in PDF, EPUB and Kindle. Book excerpt: A practical guide for successfully navigating the single greatest growth and profit improvement opportunity for B2B enterprises: price increases The payoff for implementing price increases without losing customers is massive! Effective price increase campaigns are far more effective at boosting topline revenue and generating profits than acquiring new customers. The problem is that price increase initiatives—whether broad-based or targeted to specific accounts—strike fear and anxiety into the hearts of sales professionals and account managers who are tasked with selling them to their customers. Approaching customers with price increases sits at the tip top of the pantheon of things salespeople hate to do because they fear that raising prices will reduce sales volume or open the door to competitors. Yet when sold effectively, customers accept price increases, remain loyal, and often buy even more. In Selling the Price Increase: The Ultimate B2B Field Guide for Raising Prices Without Losing Customers, celebrated sales trainer Jeb Blount reveals the strategies, tactics, techniques, and frameworks that allow you to successfully master price increase initiatives. From crafting effective price increase messages to protecting hard-won relationships, handling common objections, and making the case for the value you deliver, this comprehensive guide walks you through each step of the price increase sales process. In each chapter, you’ll find practical exercises designed to help you master the Selling the Price Increase system. As you dive into these powerful insights, and with each new chapter, you'll gain greater and greater confidence in your ability to successfully engage customers in price increase conversations. You’ll learn: How to navigate multiple price increase scenarios: broad-based, targeted, non-negotiable, negotiable, defending, presenting, and asking The eight price increase narratives and three drivers of customer price increase acceptance How to neutralize and get past the five big price increase fears and anxieties How to avoid the big mistakes that trigger resentment and drive customers into the arms of your competitors The 9-Box Risk-Profile Framework for targeting accounts for price increases A repeatable process for confidently approaching price increase conversations The Five-Step Price Increase Messaging Framework Proven frameworks for reducing resistance and handling price increase objections How to negotiate profitable outcomes with high-risk profile accounts Winning strategies for coaching and leading successful price increase initiatives Following in the footsteps of his blockbuster bestsellers Fanatical Prospecting, Sales EQ, Objections, Inked, and Virtual Selling, Jeb Blount's Selling the Price Increase puts the same strategies employed by his clients—a who's who of the world's most prestigious organizations—right into your hands. Selling the Price Increase is an essential handbook for sales professionals, account managers, customer success teams, and other revenue generation leaders looking for a page-turning and insightful roadmap to navigating the essential—and nerve-wracking—world of price increases.

The Front Line Sales Manager

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Author :
Publisher : Wessex, Incorporated
ISBN 13 : 9781732546936
Total Pages : 296 pages
Book Rating : 4.5/5 (469 download)

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Book Synopsis The Front Line Sales Manager by : Noel Capon

Download or read book The Front Line Sales Manager written by Noel Capon and published by Wessex, Incorporated. This book was released on 2018-09-13 with total page 296 pages. Available in PDF, EPUB and Kindle. Book excerpt: