Hardball Selling

Author : Robert L Shook
Publisher : Sourcebooks, Inc.
Page : 225 pages
File Size : 49,6 Mb
Release : 2003-12-01
Category : Business & Economics
ISBN : 9781402214851

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Hardball Selling by Robert L Shook Pdf

Straightforward secrets and strategies for salespeople who want to join the winning top 5 percent of the sales force •Get your foot in the door •Control the sale without manipulation •Create a sense of urgency •Let the buyer participate •Learn the crucial subtleties of an aggressive approach •Target the biggest sales •Sell abroad And much more For many companies, 20 percent of their sales force generates 80 percent of their sales volume. In this hands-on guide, Robert L. Shook, a master salesman, teaches the high-pressure strategies that mean the difference between a super seller and a salesperson. The methods spelled out in this book describe what it takes to be in the elite 5 percent. In Hardball Selling, Shook inspires all salespeople to dare to be different and master hard selling without browbeating or offending customers. Shook spent 17 years in the trenches perfecting his successful strategies. Using the four basic principles of hardball selling, he guides you through all the steps, from getting past the "gatekeeper" to the single-minded tactics necessary to close a sale. "Shook's Hardball Selling is provocative and controversial—and filled with wonderful selling tips. I highly recommend it to every salesperson."—Martin D. Shafiroff, the world's No. 1 stockbroker

Author : Robert L. Shook
Publisher : William Morrow
Page : 224 pages
File Size : 47,9 Mb
Release : 1990
Category : Selling
ISBN : 0688090443

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Hardball by Robert L. Shook Pdf

Though leaders in the business community may deny it, they know that high pressure makes sales. Hardball teaches the high-pressure strategies that mean the difference between being a superseller or a salesperson, giving that crucial edge to succeed in a competitive sales environment.

Author : Pat Heim,Tammy Hughes,Susan K. Golant
Publisher : Penguin
Page : 432 pages
File Size : 50,7 Mb
Release : 2015-03-31
Category : Business & Economics
ISBN : 9780698183292

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Hardball for Women by Pat Heim,Tammy Hughes,Susan K. Golant Pdf

The bestselling guide fully updated for the post-Lean In era For nearly two decades, Hardball for Women has shown women how to get ahead in the business world. Whether the arena is a law firm, a medical group, a tech company, or any other work environment, Hardball for Women decodes male business culture and shows women how to break patterns of behavior that put them at a disadvantage. It explains how to get results when you “lean in” without being thrown off balance. Illustrated with real-life examples Hardball for Women teaches women how to: Successfully navigate middle management to become a leader in your field Be assertive without being obnoxious Display confidence Engage in smart self-promotion Lead both men and women—and recognize the differences between them Use “power talk” language to your advantage

Author : Joseph F. Hair, Jr.,Rolph Anderson,Rajiv Mehta,Barry Babin
Publisher : John Wiley & Sons
Page : 544 pages
File Size : 41,6 Mb
Release : 2020-09-16
Category : Business & Economics
ISBN : 9781119702832

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Sales Force Management by Joseph F. Hair, Jr.,Rolph Anderson,Rajiv Mehta,Barry Babin Pdf

The second edition of Sales Force Management prepares students for professional success in the field. Focused on the areas of customer loyalty, customer relationship management, and sales technology, this practical resource integrates selling and sales management while highlighting the importance of teamwork in any sales and marketing organization. The text presents core concepts using a comprehensive pedagogical framework—featuring real-world case studies, illustrative examples, and innovative exercises designed to facilitate a deeper understanding of sales management challenges and to develop stronger sales management skills. Supported with a variety of essential ancillary resources for instructors and students, Sales Force Management, 2nd Edition includes digital multimedia PowerPoints for each chapter equipped with voice-over recordings ideal for both distance and in-person learning. Additional assets include the instructor's manual, computerized and printable test banks, and a student companion site filled with glossaries, flash cards, crossword puzzles for reviewing key terms, and more. Integrating theoretical, analytical, and pragmatic approaches to sales management, the text offers balanced coverage of a diverse range of sales concepts, issues, and activities. This fully-updated edition addresses the responsibilities central to managing sales people across multiple channels and through a variety of methods. Organized into four parts, the text provides an overview of personal selling and sales management, discusses planning, organizing, and developing the sales force, examines managing and directing sales force activities, and explains effective methods for controlling and evaluating sales force performance.

Author : George Stalk,Robert Lachenauer,John Butman
Publisher : Harvard Business Press
Page : 186 pages
File Size : 52,8 Mb
Release : 2004
Category : Business & Economics
ISBN : 9781591391678

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Hardball by George Stalk,Robert Lachenauer,John Butman Pdf

Classic Strategies for Unapologetic Winners “It” is a strategy so powerful and an execution-driven mind-set so relentless that companies use it to gain more than just competitive advantage ¿ they achieve an industry dominance that is virtually unassailable and that competitors often try to explain away as unfair. In their “hardball manifesto,” authors George Stalk and Rob Lachenauer of the leading strategy consulting firm The Boston Consulting Group show how hardball competitors can build or maintain an enviable competitive edge by pursuing one or more of the classic “hardball strategies”: unleash massive and overwhelming force, exploit anomalies, devastate profit sanctuaries, raise competitors’ costs, and break compromises. Based on twenty-five years of experience advising and observing a range of companies, the authors argue that hardball competitors can gain extreme competitive advantage ¿ neutralizing, marginalizing, or even destroying competitors ¿ without violating their contracts with customers or employees, and without breaking the rules. A clear-eyed paean to the timeless strategies that have driven the world’s winning companies, Hardball Strategy redefines and reinterprets the meaning of competition for a new generation of business players.

Author : Daniel Coyle
Publisher : Putnam Adult
Page : 328 pages
File Size : 45,9 Mb
Release : 1993
Category : Fiction
ISBN : UOM:39015032754353

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Hardball by Daniel Coyle Pdf

With frankness and poignancy, he tells of the team's joys, losses, and small but essential victories, and of the neophyte coaches whose role moves haltingly from teaching baseball to being big brothers, disciplinarians and ultimately friends.

Author : Robert L. Shook,Barry Farber
Publisher : Entrepreneur Press
Page : 288 pages
File Size : 44,8 Mb
Release : 2013-04-01
Category : Business & Economics
ISBN : 9781599185026

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Success Secrets of Sales Superstars by Robert L. Shook,Barry Farber Pdf

Learn how Roger Newton, the co-discoverer of Lipitor, made an internal sale against all odds that championed the world's all-time best-selling drug. Meet Mark Roesler, CEO of CMG Worldwide, a firm that represents Elvis Presley, James Dean, Marilyn Monroe and hundreds of other departed celebrities. Gain valuable advice from storytellers Martin Shafiroff, America’s number-one financial advisor; Bob LaMonte, a super sports agent who specializes in representing NFL head coaches; Dave Liniger,CEO of RE/MAX... It doesn’t matter if you’re a novice, a seasoned professional, or a high-powered CEO—your success depends on how well you sell your product, your service, your idea, yourself. Seasoned salesmen Robert L. Shook and Barry Farber interviewed top salespersons across a variety of industries and have written a collection of fascinating stories, each offering a lesson, valuable insight, or nugget of wisdom that will enhance your selling skills and boost your sales production. As you read these first-person narratives, you will feel as if they are talking directly to you, revealing valuable details behind their greatest sales moves, and imparting priceless lessons on how to sell your way to success. Most important, you can put their valuable insights to immediate use to boost your career.

Author : Jeffrey Gitomer
Publisher : John Wiley & Sons
Page : 327 pages
File Size : 54,5 Mb
Release : 2014-12-15
Category : Business & Economics
ISBN : 9781118985816

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The Sales Bible, New Edition by Jeffrey Gitomer Pdf

The Sales Bible softbound – NEW EDITION WITH SOCIAL MEDIA ANSWERS Global sales authority Jeffrey Gitomer's bestselling classic, The Sales Bible, has been updated and appended in this new edition, offering you the ultimate sales methods and strategies that really work — every day, in real-world selling situations. With over 200,000 copies of the previous editions sold, The Sales Bible was listed as one of "The Ten Books Every Salesperson Should Own and Read" by the Dale Carnegie Sales Advantage Program. Jeffrey Gitomer's column, "Sales Moves," and blog, "SalesBlog.com" are read by more than four million people every week. His customers include Coca-Cola, BMW, Kimpton Hotels, Hilton, Wells Fargo Bank, IBM, Enterprise Rent-A-Car, Hewlett Packard, and hundreds of others. The Sales Bible is your personal, trusted, authoritative resource to reach your sales potential and shine like a star. Accept no substitutes. Here are a few highlights: The 10.5 Commandments of Selling Generate leads and close sales in any market environment Find 25 proven ways to set hard-to-get appointments Use top-down selling to fill your sales pipeline with prospects who are ready to buy now Ask the right questions to make more sales in half the time How to use the top social media platforms to create inbound leads and prove value The Sales Bible has helped tens of thousands of salespeople all over the world reach their potential and close the deal — and it can help you. So what are you waiting for?

Author : Earl Shorris
Publisher : W. W. Norton & Company
Page : 425 pages
File Size : 55,6 Mb
Release : 2012-01-09
Category : Social Science
ISBN : 9780393065572

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A Nation of Salesmen: The Tyranny of the Market and the Subversion of Culture by Earl Shorris Pdf

If Adam is the archetype of man, and Eve of woman, then the serpent who sold the apple to Eve in the Garden of Eden was the first salesman: all culture and commerce flow from that act. In this groundbreaking book on the nature and meaning of the sale, Earl Shorris takes us on a journey that starts in Eden and comes at last to a consideration of where we are and what we have become by the late twentieth-century, when selling finally became the dominant human activity. Shorris focuses on the perfection of this particular art in America, where the vast frontier with its isolated settlements cast the salesman in a heroic role: he was literally the bearer of culture, the source of a panoply of needed and wanted items, everything from parasols to plowshares. He was Prometheus. All of this changed dramatically in the years following World War II, when it dawned on manufacturers and sellers that the American economy was producing more goods than people wanted or needed. Demand would have to be created in order to sustain the expansion of markets, and then, as the economy became oversold, the role of the salesman changed: his task was now to kill the competition. The argument of this brilliant work draws on classical philosophy, contemporary politics, psychology, and economics; it is grounded in the author's long experience as an advertising executive and consultant to major corporations. His firsthand observations and interviews with salesmen of every description form the anecdotal bedrock of the narrative, which is further enlivened by a series of fictions in which salesmen practice aspects of their trade. Out of these stories and insights emerges a chilling new paradigm of human life in our times: that of Homo vendens. Shorris shows us how America became a nation of salesmen, and what this means to our economy, our politics, our culture, and our character—especially our freedom to live as dignified persons.

Author : James P. Quirk,Rodney D. Fort
Publisher : Princeton University Press
Page : 245 pages
File Size : 48,7 Mb
Release : 2021-07-13
Category : Sports & Recreation
ISBN : 9781400832439

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Hard Ball by James P. Quirk,Rodney D. Fort Pdf

What can possibly account for the strange state of affairs in professional sports today? There are billionaire owners and millionaire players, but both groups are constantly squabbling over money. Many pro teams appear to be virtual "cash machines," generating astronomical annual revenues, but their owners seem willing to uproot them and move to any city willing to promise increased profits. At the same time, mayors continue to cook up "sweetheart deals" that lavish benefits on wealthy teams while imposing crushing financial hardships on cities that are already strapped with debt. To fans today, professional sports teams often look more like professional extortionists. In Hard Ball, James Quirk and Rodney Fort take on a daunting challenge: explaining exactly how things have gotten to this point and proposing a way out. Both authors are professional economists who specialize in the economics of sports. Their previous book, Pay Dirt: The Business of Professional Team Sports, is widely acknowledged as the Bible of sports economics. Here, however, they are writing for sports fans who are trying to make sense out of the perplexing world of pro team sports. It is not money, in itself, that is the cause of today's problems, they assert. In fact, the real problem stems from one simple fact: pro sports are monopolies that are fully sanctioned by the U.S. government. Eliminate the monopolies, say Quirk and Fort, and all problems can be solved. If the monopolies are allowed to persist, so will today's woes. The authors discuss all four major pro team sports: baseball, football, basketball, and hockey. Hard Ball is filled with anecdotes, case studies, and factual information that are brought together here for the first time. Quirk and Fort devote chapters to the main protagonists in the pro sports saga--media, unions, players, owners, politicians, and leagues--before they offer their own prescription for correcting the ills that afflict sports today. The result is an engaging and persuasive book that is sure to be widely read, cited, and debated. It is essential reading for every fan.

Author : Steven M. Finkel
Publisher : Unknown
Page : 380 pages
File Size : 45,5 Mb
Release : 1994
Category : Electronic
ISBN : 8210379456XXX

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Breakthrough! How To Explode the Production of Experienced Consultants by Steven M. Finkel Pdf

Author : Mohammed D. Hussain
Publisher : Xlibris Corporation
Page : 215 pages
File Size : 45,7 Mb
Release : 2011-06-23
Category : Political Science
ISBN : 9781462888856

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You May Get Sold but Don’T Sell My Country by Mohammed D. Hussain Pdf

This book contains details of how tyranny has risen in Bangladesh, the country that was founded in 1971 with the principle of democracy. It hopes to answer why and how the hopes and aspirations of our people have been ruined due to corrupt politicians, intellectuals, and bureaucrats. It hopes to answer why and how the evil totalitarian took place and how the current tyranny has been strengthened in such a horrific stage that the peace-loving people cant express their opinion under the ferocity of Sheikh Hasina. In my writings, I have described the historical background of our country up to the modern tyrannical era, which shouldnt exist anywhere on the face of the planet in the twenty-first century. In my writings, I have described how such an atrocious regime has been strengthened and why shouldnt they be forgiven. Freedom and liberty are the utmost universal values that no human being can sacrifice. In this book, I have passionately written my views based on the real scenarios of Bangladesh and mixed with some essays and poems. Knowing all about the risks, I believe that to live as human beings, we cant surrender to any dictator or oppressive regime. Surrendering to them will strengthen the evils, and we must restrain them by any means. No evil regime should represent any country or a nation or deny the very fundamental rights of their people. And Bangladesh is not an exception. My main objective in writing this book is to protect the people of our country, Bangladesh, and its sovereignty. God bless Bangladesh and the entirety of mankind. Mohammed D. Hussain

Author : Tobias Moskowitz,L. Jon Wertheim
Publisher : Crown
Page : 290 pages
File Size : 40,7 Mb
Release : 2012-01-17
Category : Sports & Recreation
ISBN : 9780307591807

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Scorecasting by Tobias Moskowitz,L. Jon Wertheim Pdf

In Scorecasting, University of Chicago behavioral economist Tobias Moskowitz teams up with veteran Sports Illustrated writer L. Jon Wertheim to overturn some of the most cherished truisms of sports, and reveal the hidden forces that shape how basketball, baseball, football, and hockey games are played, won and lost. Drawing from Moskowitz's original research, as well as studies from fellow economists such as bestselling author Richard Thaler, the authors look at: the influence home-field advantage has on the outcomes of games in all sports and why it exists; the surprising truth about the universally accepted axiom that defense wins championships; the subtle biases that umpires exhibit in calling balls and strikes in key situations; the unintended consequences of referees' tendencies in every sport to "swallow the whistle," and more. Among the insights that Scorecasting reveals: • Why Tiger Woods is prone to the same mistake in high-pressure putting situations that you and I are • Why professional teams routinely overvalue draft picks • The myth of momentum or the "hot hand" in sports, and why so many fans, coaches, and broadcasters fervently subscribe to it • Why NFL coaches rarely go for a first down on fourth-down situations--even when their reluctance to do so reduces their chances of winning. In an engaging narrative that takes us from the putting greens of Augusta to the grid iron of a small parochial high school in Arkansas, Scorecasting will forever change how you view the game, whatever your favorite sport might be.

Author : Simon Hazeldine
Publisher : Kogan Page Publishers
Page : 232 pages
File Size : 53,9 Mb
Release : 2013-11-03
Category : Business & Economics
ISBN : 9780749469221

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Neuro-Sell by Simon Hazeldine Pdf

Anyone involved in sales faces huge challenges these days, from fierce global competition and increased pressure on margins to the power of internet-savvy buyers and difficulties with getting time with prospective buyers. To succeed in sales, something more than the traditional techniques is needed. Neuro-Sell presents an effective, brain-based approach to selling that is sensitive to what's going on in the customer's mind. Neuro-Sell helps readers understand the importance of the unconscious and get below the surface of what people say to recognise what they really mean. Packed with examples, quizzes, templates and interactive exercises, it develops readers' skills in building sales relationships with the four main types of buyer and outlines the five stages of neuro-negotiating that will help give readers the competitive edge.

Author : Blaine Lee
Publisher : Simon and Schuster
Page : 390 pages
File Size : 43,9 Mb
Release : 1998-06-04
Category : Business & Economics
ISBN : 9780684846163

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The Power Principle by Blaine Lee Pdf

A founding vice president of the respected Covey Leadership Center reveals the ten principles of power and explains how to win it--and wield it--with honor and integrity. ""The Power Principle" provides a new standard for how we can build more meaningful relationships".--John Gray, author of "Men Are from Mars, Women Are from Venus". Diagrams.