Author: Mitch Anthony
Publisher: Kaplan Business
Keywords: intelligence, emotional, selling
Number of Pages: 288
Published: 2003-04-30
List price: $22.00
ISBN-10: 0793161282
ISBN-13: 9780793161287
In today’s ultra-competitive business environment, it’s not enough for sales professionals to be adept at technical and tactical skills such as getting appointments, making presentations, and closing deals. To really succeed, they must develop and apply their relational skills-or what is known as emotional intelligence-to help them connect with people, recognize customer wants and needs, and build strong, lasting relationships. The concept of emotional intelligence was first popularized in the late 1990s, and later linked to leadership and management success. Studies show that
Author: Tom Doctoroff
Publisher: Palgrave Macmillan
Keywords: consumer, chinese, new, selling, billions
Number of Pages: 240
Published: 2007-01-23
List price: $14.95
ISBN-10: 1403976635
ISBN-13: 9781403976635
This book cracks the code of marketing to the New Chinese Consumer--all 1.3 billion of them. Marketers of some of the world’s leading brands come to China without any clear understanding of their new audience. But the same rules do not apply in China. Doctoroff delves into the psychology of contemporary Chinese consumers to explain the importance of culture in shaping buying decisions. He provides insight into consumers’ fundamental motivations and reveals mistakes which many multinational competitors make. Anyone who plans to do business in China--especially those preparing for
Authors:R. Moynihan, Alan Cassels,
Publisher: Greystone Books
Keywords: sickness, selling
Number of Pages: 254
Published: 2005-11
List price: $26.50
ISBN-10: 1553651316
ISBN-13: 9781553651314
Thirty years ago, the head of the drug company Merck made some remarkably candid comments about his distress that his company’s market was limited to sick people. Suggesting he would like Merck to be more like the maker of Wrigley’s chewing gum, the CEO said it had long been his dream to make drugs for healthy people, to "sell to everyone." That dream now drives the marketing machinery of the most profitable industry on earth. From award-winning Ray Moynihan,—one of the world’s top medical journalists—Selling Sickness reveals how widening the boundaries of illness and lowering
Author: Orison Swett Marden
Publisher: Kessinger Publishing
Keywords: things, selling
Number of Pages: 284
Published: 2003-04
List price: $28.95
ISBN-10: 0766151751
ISBN-13: 9780766151758
1916. This book deals with how to become a successful salesperson. It discusses such subjects as the selling talk or presentation, how to get attention, how suggestion helps in selling, enthusiasm, finding customers, the salesperson’s clothing, discouragement, character, as well as a variety of other topics to succeed in selling.
Author: James Samuel Knox
Publisher: Cosimo Classics
Keywords: selling, art, science
Number of Pages: 388
Published: 2006-05-01
List price: $21.95
ISBN-10: 1596058285
ISBN-13: 9781596058286
A prize fighter does not punch his opponent until he is down and out, and then keep on striking him. He knows better. A carpenter does not hammer a nail after it is all the way in and clinched. If he did he would loosen it. Many a salesman pounds away to get an order after it has been thoroughly clinched in his prospect’s mind. He sometimes talks the man into buying and then talks him out of it. Such a salesman fails without knowing why. He believes that no one could have obtained the order. He made the sale and lost it but does not realize it. -from "Chapter XVII: Resolve to Buy" Th
Author: Cliff Hollenbeck
Publisher: Amherst Media, Inc.
Keywords: photography, selling, bucks
Number of Pages: 144
Published: 2004-04-28
List price: $17.95
ISBN-10: 1584281278
ISBN-13: 9781584281276
This updated guide to financial success for aspiring photographers helps them make the leap to earning a living as freelancers. It goes beyond similar guides by explaining how to handle the financial complexities of professional photography. Advice is offered on attracting clients, staying out of legal trouble, and navigating the ins and outs of copyright law. Important advice is also included on how freelancers can handle tax preparation and deal with the threat of audits. New sections feature discussions about how photographers can effectively market their work and how to capitalize on new d
Author: Cliff Hollenbeck
Publisher: Amherst Media, Inc.
Keywords: photography, selling, bucks
Number of Pages: 144
Published: 2008-03-01
List price: $34.95
ISBN-10: 1584282169
ISBN-13: 9781584282167
This updated guide to financial success for aspiring photographers helps them make the leap to earning a living as freelancers. Explaining how to handle the financial complexities of professional photography, this resource provides expert guidance on attracting clients, staying out of legal trouble, navigating the ins and outs of copyright law, and setting and collecting fair but competitive rates. Important advice is also included on how freelancers can handle tax preparation and deal with the threat of audits. New sections feature discussions on how freelance photographers can effectively ma
