品牌：
基本信息
·出版社：Touchstone; 1st Touchstone Ed edition
·页码：255 页码
·出版日：2001年
·ISBN：9780684856018
·条码：9780684856018
·装帧：平装
内容简介
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Jeff Cox displayed his remarkable gift for translating complex theories into entertaining stories as the coauthor ofZapp!andThe 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 Wheelrecounts 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 Wheelwill be treasured by managers, salespeople, and entrepreneurs everywhere.
作者简介
Jeff Coxis the coauthor of the bestselling business novelsZapp!andThe Goal.The former vice president of a large international public relations firm, he lives and writes full time in Pittsburgh, Pennsylvania.
媒体推荐
书评
Amazon.com
Jeff Cox has done it again. The coauthor ofZapp!andThe 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. InSelling 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--This text refers to an out of print or unavailable edition of this title.
From Library Journal
Cox Zapps! us with another business fable.
Copyright 1999 Reed Business Information, Inc.--This text refers to an out of print or unavailable edition of this title.
FromBooklist
Cox is a professional writer who has teamed with various business experts to use fable and fiction to help explain management concepts.Zapp! The Lightning of Empowerment(1989) andHeroz(1994), written with William Byham, are best-selling examples of Cox''s technique. Stevens is CEO of H.R. Chally, an Ohio-based company that researches and establishes benchmarks for sales management and marketing practices. Cox and Stevens previously collaborated onThe Quadrant Solution: A Business Novel That Solves the Mystery of Sales Success(1991). Here, they use a parable about the invention of the wheel and the difficulties encountered in trying to convince people of the need for the new device. They show that there are four different selling styles and that they must be matched to customers, who have their own sets of experiences and expertise. The authors'' story shows how entry into and withdrawal from markets, pricing, corporate image, sales force compensation, and new product development all influence the degree to which such matches can be made.David Rouse--This text refers to an out of print or unavailable edition of this title.
Review
William J. Lovejoy Vice-President, General Motors This book is wonderful to read, and the wisdom in it is profound!
Michael F. Snyder President, ADT Security Services, Inc.Selling the Wheelis one of the best books on sales and marketing that I have ever read. Dozens of business books cross my desk, but this is one of the few that can truly teach the selling process.Wheelwill be required reading at my company.
Richard Falcone Vice-President and General Manager, AT&T AfterSelling the Wheel,even the veterans of sales and management will better understand what they are about. Most people in business can''t see the whole product life cycle, because it extends over such a long period of time. Reading this book is like going up in the space shuttle and being able to see the world in its entirety -- the sales world, that is. You''ll be able to look down and say, "That''s my kind of country; that''s where I''m going to succeed."
Review
William J. Lovejoy Vice-President, General Motors This book is wonderful to read, and the wisdom in it is profound!Michael F. Snyder President, ADT Security Services, Inc.Selling the Wheelis one of the best books on sales and marketing that I have ever read. Dozens of business books cross my desk, but this is one of the few that can truly teach the selling process.Wheelwill be required reading at my company.Richard Falcone Vice-President and General Manager, AT&T AfterSelling the Wheel,even the veterans of sales and management will better understand what they are about. Most people in business can''t see the whole product life cycle, because it extends over such a long period of time. Reading this book is like going up in the space shuttle and being able to see the world in its entirety -- the sales world, that is. You''ll be able to look down and say, "That''s my kind of country; that''s where I''m going to succeed."
Review
Richard Falcone Vice-President and General Manager, AT&T AfterSelling the Wheel,even the veterans of sales and management will better understand what they are about. Most people in business can''t see the whole product life cycle, because it extends over such a long period of time. Reading this book is like going up in the space shuttle and being able to see the world in its entirety -- the sales world, that is. You''ll be able to look down and say, "That''s my kind of country; that''s where I''m going to succeed."
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