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Selling the Wheel :Choosing the Best Way to Sell for You, Your Company, and Your Customers

3.54 ( 28 Ratings by Goodreads)
Selling the Wheel

Selling the Wheel :Choosing the Best Way to Sell for You, Your Company, and Your Customers

(Author) (Author)
3.54 (28 Ratings by Goodreads)
paperback
Published: 1 January, 2001
Standard worldwide delivery by Wed, July 1 - Mon, July 6
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Description

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 -- lessons that will help you identify the right way to sell successfully. 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.
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More Details

Type Book
ISBN13 9780684856018
ISBN10 0684856018
Number Of Pages 258
Item Weight 332 g
Product Dimensions 140 x 216 x 14 mm
Publisher / Reseller Simon & Schuster
Format paperback
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Media Reviews

Michael F. Snyder President, ADT Security Services, Inc. Selling the Wheel is one of the best books on sales and marketing that I have ever read. Dozens of business books cross my desk, but this is one of the few that can truly teach the selling process. Wheel will be required reading at my company.
Richard Falcone Vice-President and General Manager, AT&T After Selling the Wheel, even the veterans of sales and management will better understand what they are about. Most people in business can't see the whole product life cycle, because it extends over such a long period of time. Reading this book is like going up in the space shuttle and being able to see the world in its entirety -- the sales world, that is. You'll be able to look down and say, That's my kind of country; that's where I'm going to succeed.

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