Sales

This book received a Shingo Award for 2015.

"In Sales Process Excellence, Michael Webb traces sales and marketing problems to their root causes in traditional management methods, such as pushing product, setting quotas, and trying harder while doing the same things over again. He explains why these methods actually create barriers for leaders, and reveals an alternative that avoids them.

Written by Neil Rackham, former president and founder of Huthwaite corporation, SPIN Selling is essential reading for anyone involved in selling or managing a sales force. Unquestionably the best-documented account of sales success ever collected and the result of the Huthwaite corporation's massive 12-year, $1-million dollar research into effective sales performance, this groundbreaking resource details the revolutionary SPIN (Situation, Problem, Implication, Need-payoff) strategy.

In SPIN Selling, Rackham, who has advised leading companies such as IBM and Honeywell delivers the first book to specifically examine selling high-value product and services. By following the simple, practical, and easy-to-apply techniques of SPIN, readers will be able to dramatically increase their sales volume from major accounts. Rackham answers key questions such as “What makes success in major sales” and “Why do techniques like closing work in small sales but fail in larger ones?”

You will learn why traditional sales methods which were developed for small consumer sales, just won't work for large sales and why conventional selling methods are doomed to fail in major sales. Packed with real-world examples, illuminating graphics, and informative case studies - and backed by hard research data - SPIN Selling is the million-dollar key to understanding and producing record-breaking high-end sales performance.

What you are today is not important... for in this runaway bestseller you will learn how to change your life by applying the secrets you are about to discover in the ancient scrolls.

"What is social style, and how can you make it work for you in a business situation? Your success at any management level depends largely on your ability to deal with other people. In this business-oriented approach to interpersonal relationships, management experts Robert Bolton and Dorothy Grover Bolton show you how to assess various behavior patterns and how to use that knowledge to capitalize on your strengths, minimize your weaknesses, and get the results you want from others. Are you predominantly an Amiable, an Analytical, an Expressive, or a Driver? Nearly everyone, according to Boltons' extensive research, uses on of the four basic social styles more often than the others. No style is better than any other, but each does bring with it a unique pattern of strengths and weaknesses. This book shows you not only how to recognize your particular style but also how to use that knowledge to manage others more effectively, set appropriate life goals and career paths, plan a sound self-improvement plan, increase your creativity, and more. Te best managers, claim the Boltons, excel at being what they are rather than at trying to be what they are not. If you feel that your effectiveness at work could be increased by better interpersonal skills but are tired of theories that want you to overhaul yourself to fit some uncomfortable, impersonal ""management style,"" then let Social Style/Management Style improve your dealings with others and still let you be yourself."

Since its original publication nearly thirty years ago, Getting to Yes has helped millions of people learn a better way to negotiate. One of the primary business texts of the modern era, it is based on the work of the Harvard Negotiation Project, a group that deals with all levels of negotiation and conflict resolution.

Getting to Yes offers a proven, step-by-step strategy for coming to mutually acceptable agreements in every sort of conflict. Thoroughly updated and revised, it offers readers a straight- forward, universally applicable method for negotiating personal and professional disputes without getting angry-or getting taken.

LEADERSHIP, its roles and the responsibilities of the position! PROCESS and the importance of its effectiveness to all LEADERS! That's what "HOPE IS NOT A STRATEGY" is about and what makes it different than the other leadership books on the market today. Just because you are in a leadership position does not anoint you as an effective leader. Having an understanding of the roles and responsibilities of the leadership continuum, and knowing how to effectively navigate through the challenge of setting a direction for an organization while providing the road map to get there is what makes the difference between success and failure. "HOPE IS NOT A STRATEGY" provides tools needed for this process! Whether you are leading a Fortune 500 organization or are an entrepreneur you need effective processes that are the "how to's" to support your vision/mission, and strategy! "HOPE IS NOT A STRATEGY" is about changing the way you think and the outcome you can expect in your business venture. Theodore V. (Ted) Gee Jr. is a proven leader, with global experience in multiple business environments that has operated at the direct, operational and strategic levels of leadership. He has been highly successful leading in various Fortune 500 companies where change, start ups, and growth opportunities were in great demand. He served as an officer in the United States Army, and then worked his way up the corporate ladder from front line production supervisor, to Chief Operating Officer and as a President within a multibillion dollar industry pacesetter.