A guide to using the techniques of the ancient samurai to get ahead in sales shows how sales representatives in cars, real estate, office products, or personal home products can benefit from ancient methods.
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Chuck Laughlin and Karen Sage are highly successful salespeople, executives, and co-founders of Corporate Visions, Inc. With their Power Demos and Power Positioning workshops they train thousands of executives, sales, and technical professionals worldwide each year in the art of samurai selling.
Marc Bockman was a professional writer of sales and training films, seminars, and meetings for businesses. He was the author of three previous books, including Turning Points and On My Honor, I Will (with Randy Pennington), a book on ethics in business.
Yes, we have even more to learn from the Japanese. The authors of this study, who run a sales management consulting firm, tell us samurai actually means "one who serves," not one who wields a sharp sword. Despite the gimmicky hook, their book does provide a serviceable presentation on how salespeople should put the customer first. While the discussion of finding the centered harmony of your personal ki may appeal to New Agers in the more soft-sell Nineties, the book's blank worksheets make it a better personal purchase. There's also plenty of promotion for the firm's own seminars, which may annoy some readers. An optional purchase after stocking such service classics as Chip R. Bell and Ron Zemke's Managing Knock-Your-Socks-Off Service (Amacom, 1992), Regis McKenna's Relationship Marketing (Addison-Wesley, 1991), and Carl Sewell and Paul B. Brown's Customers for Life (Pocket, 1991).
- Judy Quinn, "Incentive," New York
Copyright 1993 Reed Business Information, Inc.
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Description du livre St Martins Pr. Hardcover. État : New. 031208885X Ships promptly. N° de réf. du libraire SUP5952GAGG071917H1017
Description du livre St Martins Pr, 1993. Hardcover. État : New. Never used!. N° de réf. du libraire P11031208885X
Description du livre St Martins Pr. Hardcover. État : New. 031208885X New Condition. N° de réf. du libraire NEW7.1812294