The Salesman of the Century PDF Download

Author: Ron Popeil
Publisher:
ISBN: 9780385313780
Category : Biography & Autobiography
Languages : en
Pages : 322

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Book Description
In the last 20 years, Ron Popeil's incredible inventions--including Veg-o-Matic, Pocket Fisherman, and the Inside the Shell Egg Scrambler--have grossed over $300 million in sales. This book tells his amazing rags-to-riches story. But wait, there's more! Ron also gives invaluable advice to budding entrepreneurs on how to profit in the home shopping business or any business venture. Photos.

Author: Ron Willingham
Publisher: Currency
ISBN: 0385509561
Category : Business & Economics
Languages : en
Pages : 239

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Book Description
“I have observed several hundred salespeople who were taught to use deceptive practices like ‘bait and switch’ and encouraged to play negotiation games with customers... In the same industry, I have observed countless people who had been taught to sell with high integrity. Ironically, their customer satisfaction, profit margins, and salesperson retention were significantly higher.” — Ron Willingham If you’ve tried manipulative, self-focused selling techniques that demean you and your customer, if you’ve ever wondered if selling could be more than just talking people into buying, then Integrity Selling for the 21st Century is the book for you. Its concept is simple: Only by getting to know your customers and their needs — and believing that you can meet those needs — will you enjoy relationships with customers built on trust. And only then, when you bring more value to your customers than you receive in payment, will you begin to reap the rewards of high sales. Since the publication of Ron Willingham’s enormously successful first book, Integrity Selling, his sales program has been adopted by dozens of Fortune 500 companies, such as Johnson & Johnson and IBM, as well as the American Red Cross and the New York Times. In his new book, Integrity Selling for the 21st Century, Willingham explains how his selling system relates to today’s business climate — when the need for integrity is greater than ever before. Integrity Selling for the 21st Century teaches a process of self-evaluation to help you become a stellar salesperson in any business climate. Once you’ve established your own goals and personality traits, you’ll be able to evaluate them in your customers and adapt your styles to create a more trusting, productive relationship. Drawing upon Willingham’s years of experience and success stories from sales forces of the more than 2,000 companies that have adopted the Integrity Selling system, Ron Willingham has created a blueprint for achieving success in sales while staying true to your values.

Author: Walter A. FRIEDMAN
Publisher: Harvard University Press
ISBN: 0674037340
Category : History
Languages : en
Pages : 367

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Book Description
In this entertaining and informative book, Walter Friedman chronicles the remarkable metamorphosis of the American salesman from itinerant amateur to trained expert. From the mid-nineteenth century to the eve of World War II, the development of sales management transformed an economy populated by peddlers and canvassers to one driven by professional salesmen and executives. From book agents flogging Ulysses S. Grant's memoirs to John H. Patterson's famous pyramid strategy at National Cash Register to the determined efforts by Ford and Chevrolet to craft surefire sales pitches for their dealers, selling evolved from an art to a science. "Salesmanship" as a term and a concept arose around the turn of the century, paralleling the new science of mass production. Managers assembled professional forces of neat responsible salesmen who were presented as hardworking pillars of society, no longer the butt of endless "traveling salesmen" jokes. People became prospects; their homes became territories. As an NCR representative said, the modern salesman "let the light of reason into dark places." The study of selling itself became an industry, producing academic disciplines devoted to marketing, consumer behavior, and industrial psychology. At Carnegie Mellon's Bureau of Salesmanship Research, Walter Dill Scott studied the characteristics of successful salesmen and ways to motivate consumers to buy. Full of engaging portraits and illuminating insights, Birth of a Salesman is a singular contribution that offers a clear understanding of the transformation of salesmanship in modern America. Reviews of this book: The history Friedman weaves is engrossing and the book hits stride with entertaining chapters on Mark Twain's marketing of the memoirs of Ulysses S. Grant (apparently Twain was as talented a businessman as a writer) and on the shift from the drummer--the middleman between wholesalers and regional shopkeepers--to the department store...In Birth of a Salesman, Friedman has crafted a history of an 'inherently unlikable process' with depth, affection and intelligent analysis. --Carlo Wolff, Boston Globe I very much enjoyed reading this book. It is well written, well argued, and thoroughly researched. Salesmen, Friedman argues, helped distribute the products of America's increasingly bountiful manufacturing industries, invented new forms of managerial hierarchies, investigated the psychology of desire, and were in the vanguard of America's transformation from a producer to a consumer society. He powerfully shows that the rise of modern business practices and the emergence of a particularly American culture of consumption can only be fully understood if we examine the history of selling. --Sven Beckert, author of The Monied Metropolis Walter Friedman's Birth of a Salesman: The Transformation of Selling in America is an important book. The modern industrial economy, created in the United States and Europe between the 1880s and the 1930s, required the integration of large-scale production and marketing. The evolution of mass production is a well-known story, but Friedman is the first to fill in the crucial marketing side of that industrial revolution. --Alfred D. Chandler, Jr., author of The Visible Hand and Scale and Scope With wit and verve, Walter Friedman gives us a cast of memorable characters who turned salesmanship from ballyhoo to behaviorism, from silliness to science. Informed by prodigious research, Birth of a Salesman also clarifies the birth of modern marketing--from an angle that humanizes its subject through wry, ironic, but serious analysis. This is a pioneering work on a subject crucial to American social, cultural, and business history. --Thomas K. McCraw, author of Creating Modern Capitalism

Author: Jim McAvoy
Publisher: Happy About
ISBN: 1616990589
Category : Business & Economics
Languages : en
Pages : 142

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Book Description
McAvoy, with a quarter century of proven performance in maximizing sales, collates a treasury of actionable wisdom. He expounds on each of the five components of the process, showing ways in which one can implement it into lead generation and conversion flow. He also offers practical ideas to help readers advance within the prospecting phase of the sales process.

Author: Chrystia Freeland
Publisher: Crown
ISBN:
Category : Business & Economics
Languages : en
Pages : 424

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Book Description
In the 1990s, all eyes turned to the momentous changes in Russia, as the world's largest country was transformed into the world's newest democracy. But the heroic images of Boris Yeltsin atop a tank in front of Moscow's White House soon turned to grim new realities: a currency in freefall and a war in Chechnya; on the street, flashy new money and a vicious Russian mafia contrasted with doctors and teachers not receiving salaries for months at a time. If this was what capitalism brought, many Russians wondered if they weren't better off under the communists. This new society did not just appear ready-made: it was created by a handful of powerful men who came to be known as the oligarchs and the young reformers. The oligarchs were fast-talking businessmen who laid claim to Russia's vast natural resources. The young reformers were an elite group of egghead economists who got to put their wild theories into action, with results that were sometimes inspiring, sometimes devastating. With unparalleled access and acute insight, Chrystia Freeland takes us behind the scenes and shows us how these two groups misused a historic opportunity to build a new Russia. Their achievements were considerable, but their mistakes will deform Russian society for generations to come. Along with a gripping account of the incredible events in Russia's corridors of power, Freeland gives us a vivid sense of the buzz and hustle of the new Russia, and inside stories of the businesses that have beaten the odds and become successful and profitable. She also exposes the conflicts and compromises that developed when red directors of old Soviet firms and factories yielded to -- or fought -- the radically new ways of doing business. She delves into the loophole economy, where anyone who knows how to manipulate the new rules can make a fast buck. Sale of the Century is a fascinating fly-on-the-wall economic thriller -- an astonishing and essential account of who really controls Russia's new frontier.

Author: Og Mandino
Publisher: Bantam
ISBN: 0307780902
Category : Business & Economics
Languages : en
Pages : 130

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Book Description
The runaway bestseller with more than five million copies in print! You too can change your life with the priceless wisdom of ten ancient scrolls handed down for thousands of years. “Every sales manager should read The Greatest Salesman in the World. It is a book to keep at the bedside, or on the living room table—a book to dip into as needed, to browse in now and then, to enjoy in small stimulating portions. It is a book for the hours and for the years, a book to turn to over and over again, as to a friend, a book of moral, spiritual and ethical guidance, an unfailing source of comfort and inspiration.”—Lester J. Bradshaw, Jr., Former Dean, Dale Carnegie Institute of Effective Speaking & Human Relations “I have read almost every book that has ever been written on salesmanship, but I think Og Mandino has captured all of them in The Greatest Salesman in the World. No one who follows these principles will ever fail as a salesman, and no one will ever be truly great without them; but, the author has done more than present the principles—he has woven them into the fabric of one of the most fascinating stories I have ever read.”—Paul J. Meyer, President of Success Motivation Institute, Inc. “I was overwhelmed by The Greatest Salesman in the World. It is, without doubt, the greatest and the most touching story I have ever read. It is so good that there are two musts that I would attach to it: First, you must not lay it down until you have finished it; and secondly, every individual who sells anything, and that includes us all, must read it.”—Robert B. Hensley, President, Life Insurance Co. of Kentucky

Author: Jean-Paul Gaudilliere
Publisher: Routledge
ISBN: 1317316878
Category : History
Languages : en
Pages : 284

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Book Description
The global pharmaceutical industry is currently estimated to be worth $1 trillion. Contributors chart the rise of scientific marketing within the industry from 1920-1980. This is the first comprehensive study into pharmaceutical marketing, demonstrating that many new techniques were actually developed in Europe before being exported to America.

Author: Arthur Miller
Publisher: Penguin
ISBN: 110104215X
Category : Drama
Languages : en
Pages : 146

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Book Description
The Pulitzer Prize-winning tragedy of a salesman’s deferred American dream Ever since it was first performed in 1949, Death of a Salesman has been recognized as a milestone of the American theater. In the person of Willy Loman, the aging, failing salesman who makes his living riding on a smile and a shoeshine, Arthur Miller redefined the tragic hero as a man whose dreams are at once insupportably vast and dangerously insubstantial. He has given us a figure whose name has become a symbol for a kind of majestic grandiosity—and a play that compresses epic extremes of humor and anguish, promise and loss, between the four walls of an American living room. "By common consent, this is one of the finest dramas in the whole range of the American theater." —Brooks Atkinson, The New York Times "So simple, central, and terrible that the run of playwrights would neither care nor dare to attempt it." —Time

Author: Michael W. Lodato Ph. D.
Publisher: AuthorHouse
ISBN: 1425929923
Category : Sales management
Languages : en
Pages : 405

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Book Description
Selling is getting more and more complex, yet few companies are implementing formal sales processes that would bring the degree of management control that is needed. Too many managers have no reliable way to measure the performance of sales people other than by orders produced and bulging 30-60-90 day forecasts with little or no backup. There is pressure to adopt sales automation, but there isn't much evidence of its improving sales effectiveness. The decision is not a simple one, successful implementation is even harder. If you want to improve your competitiveness you may need to change the behavior of your salespeople by focusing on the processes that run the business. You can’t change the behavior without changing the processes and inspecting that they are being followed. The book guides the reader to building an integrated system of sales and marketing management processes. But this itself will not bring the desired level of effectiveness. You must also manage the interaction among the management processes and in so doing seamlessly integrate the product marketing strategy, the sales and marketing tactics, and the sales and marketing management processes. This is neither a text book nor a book on sales management theory. It is a step-by-step, here’s-how-to-do-it, guide to achieving integrated sales process management. It evolved to its current state, not as an academic activity but from years of empirical evidence of what works and what doesn’t. In a global business environment where everyone is working hard to achieve a unique edge, understanding and improving your management processes faster than your competitors may be the only sustainable competitive advantage. This book introduces Integrated Sales Process Management to people who are, or aspire to be, marketing and sales executives and provides them with a direction to achieving the concepts in their own organizations. The central theme in the book is that if you want to solve sales effectiveness problems permanently, or prevent them from occurring, you must become more management process driven.

Author: William J. Cook
Publisher: Princeton University Press
ISBN: 0691163529
Category : Mathematics
Languages : en
Pages : 244

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Book Description
The story of one of the greatest unsolved problems in mathematics What is the shortest possible route for a traveling salesman seeking to visit each city on a list exactly once and return to his city of origin? It sounds simple enough, yet the traveling salesman problem is one of the most intensely studied puzzles in applied mathematics—and it has defied solution to this day. In this book, William Cook takes readers on a mathematical excursion, picking up the salesman's trail in the 1800s when Irish mathematician W. R. Hamilton first defined the problem, and venturing to the furthest limits of today’s state-of-the-art attempts to solve it. He also explores its many important applications, from genome sequencing and designing computer processors to arranging music and hunting for planets. In Pursuit of the Traveling Salesman travels to the very threshold of our understanding about the nature of complexity, and challenges you yourself to discover the solution to this captivating mathematical problem.