The Giants of Sales

What Dales Carnegie, John Patterson, Elmer Wheeler, and Joe Girard Can Teach You About Real Sales Sucess

Tom Sant

230 pages, parution le 01/05/2006

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Résumé

The sales techniques that work best...have always worked best. An incisive look at four legendary sales pros, and how their strategies still apply today.

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. The book reveals how:

In his quest to sell a brand new product known as the cash register, John Henry Patterson came up with a repeatable sales process tailor-made for his own sales force
Dale Carnegie taught people how to win friends and influence customers with powerful methods that still work
Joe Girard, listed by Guinness as the world's greatest salesman, didn't just sell cars, he sold relationshipsÖand developed a successful referral business
Elmer Wheeler discovered fundamental truths about persuasion by testing thousands of sales pitches on millions of people, and achieved great success in the middle of the Great Depression

Part history and part how-to, The Giants of Sales gives readers practical, real-world techniques based on the time-tested wisdom of true sales masters.

L'auteur - Tom Sant

Tom Sant (San Luis Obispo, CA) is the creator of a widely used sales software tool. His clients include Accenture, Microsoft, Motorola, AT&T, Cisco, and hundreds of others. He is also the author of Persuasive Business Proposals.

Sommaire

Preface
Selling in the Twenty-First Century
John Henry Patterson: the Process of Selling
Dale Carnegie: the Apostle of Influence
Elmer Wheeler: the Magic of Words
Joe Girard: Priming the Pump
Conclusion
Notes
Index

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Caractéristiques techniques

	PAPIER
Éditeur(s)	Amacom
Auteur(s)	Tom Sant
Parution	01/05/2006
Nb. de pages	230
Format	15,5 x 23,5
Couverture	Relié
Poids	484g
Intérieur	Noir et Blanc
EAN13	9780814472910
ISBN13	978-0-8144-7291-0