The giants of sales : what Dale Carnegie, John Patterson, Elmer Wheeler, and Joe Girard can teach you about real sales success /

Sales theories come and sales theories go, but nothing beats learning from the original masters. The Giants of Sales introduces readers to the techniques developed by four legendary sales giants, and offers concrete examples of how they still work in the 21st century.

Detalles Bibliográficos
Clasificación:Libro Electrónico
Autor principal: Sant, Tom
Formato: Electrónico eBook
Idioma:Inglés
Publicado: New York : AMACOM, American Management Association, c2006.
Temas:
Selling.
Sales management.
Vente.
Ventes > Gestion.
selling.
Sales management
Selling
BUSINESS & ECONOMICS > Sales & Selling > Management.
Acceso en línea:Texto completo (Requiere registro previo con correo institucional)
Tabla de Contenidos:
  • Selling in the Twenty-First Century
  • Stating the Obvious
  • Four Ways to Sell
  • John Henry Patterson: The Process of Selling
  • Desperate in Dayton
  • A Primer on Process
  • Patterson's Legacy
  • The Pros and Cons of Sales as a Process
  • Making It Work for You
  • Dale Carnegie: The Apostle of Influence
  • The Young Man from Missouri
  • The Carnegie Principles
  • The 25-Year Overnight Success
  • Carnegie's Heirs
  • Making It Work for You
  • Elmer Wheeler: The Magic of Words
  • Making Your Sales Sizzle
  • Thinking and Buying
  • Wheeler's Deal
  • The Language-Based Approach Today
  • Making It Work for You
  • Joe Girard: Priming the Pump
  • Down and Out in Detroit City
  • Finding the Law of 250 at a Funeral
  • From Network to Nurture
  • The Pros and Cons of Priming the Pump
  • Making It Work for You
  • Looking Back to Look Ahead.

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