Selling the Wheel Choosing the Best Ways to Sell for You, Your Company and Your Customers |
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| Author:
| Cox, Jeff
Stevens, Howard
Cox, Jeff |
| ISBN: | 978-0-684-85600-1 |
| Publication Date: | Jan 2000 |
| Publisher: | Simon & Schuster
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| Book Format: | Hardback |
| List Price: | USD $21.00 |
Book Description:
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"Selling the Wheel" is a fascinating story about sales and marketing written in the form of an ancient parable: "Once upon a time, long ago, a resourceful fellow named Max came up with a brilliant idea and invented the Wheel. But human beings, who had been getting along without the Wheel for thousands of years, did not instantly appreciate their need for this clever invention...." This is the challenge facing Max, as dramatized by Jeff Cox, coauthor of the bestselling business novels...
More Description"Selling the Wheel" is a fascinating story about sales and marketing written in the form of an ancient parable: "Once upon a time, long ago, a resourceful fellow named Max came up with a brilliant idea and invented the Wheel. But human beings, who had been getting along without the Wheel for thousands of years, did not instantly appreciate their need for this clever invention...." This is the challenge facing Max, as dramatized by Jeff Cox, coauthor of the bestselling business novels "Zapp!" and "The Goal, Selling the Wheel" is based on the pioneering research of Howard Stevens's employment-testing and customer-research firm, the H. R. Chally Group. In the story, Max and his wife, Minnie, learn what it takes to market the Wheel. With the help of Ozzie the Oracle, they discover four essential selling styles -- Closer, Wizard, Relationship Builder, and Captain & Crew -- and come to understand how each style is suited to a different type of salesperson. They learn that as markets evolve, selling styles and strategies must change. There is no single right way -- and no company can be all things to all people. This critical lesson is