Bottom-line Selling: The Sales Professional's Guide to Improving Customer Profits [Paperback]

Jack Malcolm (Author)

Book Description

Publication Date: January 1, 2000

Finally, a book that brings together two hot selling trends -- relationship selling and selling to the top decision maker -- that will help salespeople efficiently target and sell to their markets. This is not a finance book; rather it is a step-by-step guide through financial basics with real-world examples and invaluable contemporary selling concepts.

Product Details

• Paperback: 256 pages
• Publisher: Contemporary Books (January 1, 2000)
• Language: English
• ISBN-10: 0809228548
• ISBN-13: 978-0809228546
• Product Dimensions: 8.9 x 6 x 0.7 inches
• Shipping Weight: 12.3 ounces
• Average Customer Review: 5.0 out of 5 stars  See all reviews (4 customer reviews)
• Amazon Best Sellers Rank: #4,503,863 in Books (See Top 100 in Books)

More About the Author

Jack Malcolm is President of Falcon Performance Group, which is dedicated to improving personal and professional effectiveness in today's knowledge-based economy through training and consulting in sales, influencing, and communication skills. With twenty years of training and consulting on top of ten years of corporate banking experience, he teaches a unique mix of business acumen and complex-sale strategy and skills that today's demanding customers require from top sales professionals.

Customer Reviews

Most Helpful Customer Reviews

2 of 2 people found the following review helpful:

5.0 out of 5 stars Like going from the "Little League" to the "Majors"!, May 13, 1999

By 

[e-mail] - See all my reviews

This review is from: Bottom-Line Selling: The Sales Professional's Guide to Improving Customer Profits (Hardcover)

Reading this book challenged me in new ways to assess my customers from not only what my product or service could do for them, but HOW it could affect their bottom-line (thus increase my probability of success). A "must read" if you want to "play with the big boys".

1 of 1 people found the following review helpful:

5.0 out of 5 stars The "How To" Guide for taking sales to the next level!, May 7, 1999

By A Customer

This review is from: Bottom-Line Selling: The Sales Professional's Guide to Improving Customer Profits (Hardcover)

"In selling, knowledge is value..." This book helps the reader to do the necessary prep work that allows a good salesperson to more fully understand their customer's needs; adding knowledge and ultimately value to the sales process. This book will elevate the sales person into a valued consultant for their clients which will ultimately produce breakthrough sales.

1 of 1 people found the following review helpful:

5.0 out of 5 stars An absolute "Must Read" for every professional sales person, March 25, 1999

By 

John B. Spence "Making the very complex... Aw... (Gainesville, FL) - See all my reviews
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Amazon Verified Purchase

This review is from: Bottom-Line Selling: The Sales Professional's Guide to Improving Customer Profits (Hardcover)

This book delivered exactly the information I needed to truly become a consultative sales person. You can't help solve your customer's business problems - if you don't really understand thier business. "Bottom-Line Selling" gives you a major competitive advantage by giving you the tools to research and understand how your customer competes -- so that you can help them improve their business and differentiate their products. This is an information intensive book -- but well worth the effort and time -- you will get a high ROI from "Bottom-Line Selling."