SELLING THE WHEEL：Choosing The Best Way To Sell For You Your Company Your Customers

SELLING THE WHEEL：Choosing The Best Way To Sell For You Your Company Your Customers

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作者: Jeff Cox , Howard Stevens

出版社: SCRIBNER

出版时间: 2000-12

版次: 1

ISBN: 9780684856018

定价: 56.00

装帧: 平装

开本: 其他

纸张: 胶版纸

页数: 255页

分类: 外文古旧书>英文书>管理

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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.


  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. Jeff Cox is the coauthor of the bestselling business novels Zapp! and The Goal. The former vice president of a large international public relations firm, he lives and writes full time in Pittsburgh, Pennsylvania.
内容简介:
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.


  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.
作者简介:
Jeff Cox is the coauthor of the bestselling business novels Zapp! and The Goal. The former vice president of a large international public relations firm, he lives and writes full time in Pittsburgh, Pennsylvania.

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SELLING THE WHEEL：Choosing The Best Way To Sell For You Your Company Your Customers

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