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The Giants of Sales
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Librairie Eyrolles - Paris 5e

The Giants of Sales

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


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.


  • 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
Voir tout

Caractéristiques techniques

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

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