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" The giants of sales : "
Tom Sant.
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BL
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| Record Number
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1021881
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| Doc. No
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b776251
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| Main Entry
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Sant, Tom.
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| Title & Author
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The giants of sales : : what Dale Carnegie, John Patterson, Elmer Wheeler, and Joe Girard can teach you about real sales success /\ Tom Sant.
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| Publication Statement
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New York :: AMACOM,, ©2006.
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| Page. NO
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1 online resource (xii, 228 pages) :: illustrations
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| ISBN
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0814429661
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: 9780814429662
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0814472915
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9780814472910
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| Bibliographies/Indexes
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Includes bibliographical references and index.
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| Contents
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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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| Abstract
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"If you're weary of fads, one-size-fits-all methods, or missives from self-styled gurus, this is the sales book you've been waiting for. Packed with colourful historical detail and insights into the secrets of sales success, The Giants of Sales examines the key innovations and lasting impact of the four greatest sales gurus of the twentieth century." "Like no other book, The Giants of Sales gives you a broad and deep understanding of the entire selling field. It helps you weigh the pros and cons of the selling methods these innovators spurred - process-oriented sales methods, relationship-driven methods, linguistic approaches, and tactical methods. And it gives you step-by-step advice for making some of the most powerful ideas in the history of selling work for you."--Jacket.
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| Subject
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Sales management.
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Selling.
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BUSINESS ECONOMICS-- Sales Selling-- Management.
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Sales management.
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Selling.
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| Dewey Classification
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658.8/1
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| LC Classification
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HF5438.25.S265 2006eb
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