AMA Handbook For Successful Selling [Paperback]

Bob Kimball (Author)

Book Description

Publication Date: January 11, 1994

Students gain insight from the real-world expertise of a successful sales management trainer and previous top producer at Coca-Cola Co. Short, easy-to-read chapters make mastering sales fundamentals easier. Sample dialogues show each technique in action, while case histories demonstrate the results. Students get a fascinating look at what makes a top salesperson.

* Provides practical examples of professional selling. * Explains how to identify and develop prospects. * Teaches readers how to hone their basic communication skills.

Editorial Reviews

About the Author

McGraw-Hill authors represent the leading experts in their fields and are dedicated to improving the lives, careers, and interests of readers worldwide --This text refers to an out of print or unavailable edition of this title.

Product Details

• Paperback: 256 pages
• Publisher: McGraw-Hill; 1 edition (January 11, 1994)
• Language: English
• ISBN-10: 0844235911
• ISBN-13: 978-0844235912
• Product Dimensions: 9 x 6 x 0.6 inches
• Shipping Weight: 11.5 ounces
• Average Customer Review: 4.0 out of 5 stars  See all reviews (2 customer reviews)
• Amazon Best Sellers Rank: #2,188,931 in Books (See Top 100 in Books)

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Customer Reviews

Most Helpful Customer Reviews

4 of 4 people found the following review helpful:

4.0 out of 5 stars Great for cold call sales!, November 29, 1998

By A Customer

This review is from: AMA Handbook For Successful Selling (Business S.) (Hardcover)

A perfect book for individuals entering the cold call sales field. It helped to explain how to analyze individuals your attempting to make a sale with. By analyzing the individual, you can learn better tactics to target them(personally). It was extremely easy to follow and included really life scenarios and situations.

4.0 out of 5 stars Good book on selling, April 21, 2002

By 

obediah (Sydney, Australia) - See all my reviews

This review is from: AMA Handbook For Successful Selling (Paperback)

This book is a very comprehensive guide on how to be a better salesman. As the author points out, salesmanship is an invaluable skill because you are always selling. Even if you are not a professional salesman, you still constantly try and sell your ideas, your skills, your values to employers, friends, family and so forth.

The book is written in a very easy to read style. It is a comprehensive guide that covers a wide range of topics from staying in shape to handling customer objections. The thing I appreciate most about the book is that it focuses upon fundamental principles rather than gimmicky sales techniques. A lot of the book is just common sense, something that the author acknowledges. However, as we all know common sense isn't.

There are no profound revelations in this book, despite the author's claim that everything written is a "secret". It is a good, solid book on salesmanship and I would recommend it to anyone who needs to acquaint themselves with the fundamentals of the sell.