Selling The Wheel: Choosing The Best Way To Sell For You Your Company Your Customers

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9780684856018: Selling The Wheel: Choosing The Best Way To Sell For You Your Company Your Customers

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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Review:

Jeff Cox has done it again. The coauthor of Zapp! and The Goal--bestselling business books that employ engaging fictional tales to advance a slew of practical suggestions--now teams with marketing specialist Howard Stevens to do for sales what his previous efforts did for motivation and productivity. In Selling the Wheel, he crafts a witty story around solid sales fundamentals that Stevens has gleaned from a quarter-century of research and analysis. Its hero is a fledgling old-time entrepreneur named Max who invents the wheel but can't get anybody to buy one. With marketing assistance from his wife ("In the olden days," Cox explains, "women almost always did the marketing"), and guidance from a cave-dwelling wise man, Max ultimately succeeds with help from four distinctly different types of salespeople, dubbed Closer, Wizard, Builder, and Captain. While this may sound silly when taken out of context, the story is entertaining and, more important, filled with sound tips that could help sales professionals and their managers deal with varying evolutionary phases of any product or service. Among its many nuggets: "Silence has been used for centuries as a closing technique. The game is simple. After asking a closing question, say nothing--because the person who speaks next loses." --Howard Rothman

About the Author:

Jeff Cox is the co-author or author of seven works of business fiction, which include The Goal, Zapp, The Quadrant Solution, Heroz, The Venture, Selling the Wheel and The Cure. Both Zapp and The Goal ranked first and second, respectively, on a list of bestselling business books from the 1990s. Jeff and his family live near Pittsburgh, PA.

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Cox, Jeff
Editorial: Touchstone Books 2000-01-01 (2000)
ISBN 10: 0684856018 ISBN 13: 9780684856018
Nuevos Paperback Cantidad: 2
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Descripción Touchstone Books 2000-01-01, 2000. Paperback. Estado de conservación: New. Paperback. Publisher overstock, may contain remainder mark on edge. Nº de ref. de la librería 9780684856018B

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Cox, Jeff; Stevens, Howard
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Descripción Touchstone. PAPERBACK. Estado de conservación: New. 0684856018 Ships promptly. Nº de ref. de la librería GHT1154GAGG071717H0818A

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Descripción Simon and Schuster. Estado de conservación: New. Brand New. Nº de ref. de la librería 0684856018

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Jeff Cox
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Descripción Simon and Schuster, 2001. PAP. Estado de conservación: New. New Book. Shipped from US within 10 to 14 business days. THIS BOOK IS PRINTED ON DEMAND. Established seller since 2000. Nº de ref. de la librería IQ-9780684856018

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Jeff Cox, Howard Stevens
Editorial: SIMON SCHUSTER, United States (2001)
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Descripción SIMON SCHUSTER, United States, 2001. Paperback. Estado de conservación: New. Reprint. Language: English . Brand New Book ***** Print on Demand *****.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. Nº de ref. de la librería AAV9780684856018

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Jeff Cox, Howard Stevens
Editorial: SIMON SCHUSTER, United States (2001)
ISBN 10: 0684856018 ISBN 13: 9780684856018
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Descripción SIMON SCHUSTER, United States, 2001. Paperback. Estado de conservación: New. Reprint. Language: English . Brand New Book ***** Print on Demand *****. 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. Nº de ref. de la librería AAV9780684856018

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Cox, Jeff
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Descripción Paperback. Estado de conservación: New. This item is printed on demand. Item doesn't include CD/DVD. Nº de ref. de la librería 1825833

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Cox, Jeff
Editorial: Touchstone (2017)
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Descripción Touchstone, 2017. Paperback. Estado de conservación: New. This item is printed on demand. Nº de ref. de la librería 0684856018

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Howard Stevens Jeff Cox
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Descripción Touchstone Books. Paperback. Estado de conservación: New. Paperback. Dimensions: 8.4in. x 5.8in. x 0.7in.Selling the Wheel by Jeff Cox and Howard Stevens. Touchstone Books, 2000 This item ships from multiple locations. Your book may arrive from Roseburg,OR, La Vergne,TN. Paperback. Nº de ref. de la librería 9780684856018

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Jeff Cox, Howard Stevens
Editorial: Touchstone (2001)
ISBN 10: 0684856018 ISBN 13: 9780684856018
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Descripción Touchstone, 2001. Paperback. Estado de conservación: New. Reprint. Nº de ref. de la librería DADAX0684856018

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