Compelling Selling - Couverture rigide

Couverture rigide

ISBN 10 : 0333464117 ISBN 13 : 9780333464113

A propos du livre

Présentation de l'éditeur

Don't re-invent the wheel! By Ivor Neil Coward on 23 Mar. 2012 -"40 years ago Philip Lund, a Harvard Graduate and expert salseman, homed in on the core issues of selling. The result was the outstanding hands-on book for everyone who wants to persuade: Compelling Selling. In the intervening thirty years, a lot of changes have rapidly taken place. But the knowledge of the workings of human persuasion can be still distilled into a few key areas and steps. This is what Philip has done: kept the invaluable core material but made it relate to us in today's world in his republication of the original masterpiece. This book fires you up with enthusiasm but not hot air. The highly organized and analytical mind of Lund keeps your feet planted firmly on the ground and, importantly, the orders rolling in. Buy it today and you'll never regret it. I still have my copy from the 1970s and have mentioned it and waved it at many people over the years. I'm not kidding, it's the best book I've ever read on sales (and I have read a few in my time!). Don't reinvent the wheel, just keep it true!" - Ivor Coward (Brit living in Venice Italy) A framework for persuasion indeed 7 Sept. 2010 By Bob - Published on Amazon.com - "This book is clear, lucid, well-organized and highly informed. Read, re-read and highlight it………." By Amazon Customer on December 11, 2012 - "This book is a remake of an older one that I have…... The information is still absolutely amazing." Selling, or the art of persuasion, is not taught in school or university, yet it is an integral part of our daily lives. Whether we are selling ourselves, a product or a service we are knowingly or unknowingly exercising the techniques of persuasion and salesmanship. Successful selling depends on the correct manipulation of these techniques as well as a thorough understanding of the framework within which they operate. With persuasion understood within a basic framework, the 'persuader' always knows the next step to take at any one time in his negotiation, how to take it, how to test when he has achieved it and what he must then do in order to conclude a successful 'sale'. These steps are logical, interrelated and rational. Taken as a whole persuasion becomes a discipline which can be studied and learned like any other. Sales planning then becomes a matter of putting all the pieces in place so you maximise success for effort & don't score 'own goals'; and sales management gives the individuals support & ensures the organisation is in place so the 'team can play'. This new 2007 internet edition of Compelling Selling must be required reading for you. You will enjoy it too. You can open it any place and just start reading

Biographie de l'auteur

Philip R Lund was born in New Zealand, educated at Harvard College and the London Business School, and originally worked as an economist in the USA & UK textile industries.Philip has been in front line selling for over 40 years, covering every type of market from retail, office (top UK Xerox salesman 1966/67) and engineered products to financial services, process and outsourced services and management consultancy. He has written numerous articles and three books including Confucius & Co and this well know sales bible Compelling Selling. He is now publishing a new book for the sales professional, Keynotes for Compelling Sellers.He lives in London.

Détails de l'édition

• Langue: anglais
• ISBN 10: 0333464117
• ISBN 13: 9780333464113
• Reliure: Relié
• Coordonnées du fabricant: non disponible
• Personne responsable: Koch-Chemie GmbH; https://www.koch-chemie.com; ; Einsteinstr. 42; Unna; 59423; Allemagne