Selling 101: Essential Selling Skills for Business Owners and Non-Sales People [Paperback]

Michael T. McGaulley (Author)

Book Description

Publication Date: March 1997 | Series: Expert Advice for Small Business

Regardless of your job title or what business you're in, selling skills are an essential tool for surviving in our tough, turbulent economic times.

Selling 101 provides the key sales techniques you need to build your sales, whether you're selling a product or a service, whether you have any previous sales experience or not. It shows you how to find new customers, convince key decision-makers to take action, organize for peak sales efficiency, win over uncertain customers, and close the sale. Perfect for business owners or non-sales people, Selling 101 will help you get the most out of your sales efforts.

Editorial Reviews

Review

"Selling 101 is an easy-to-read road map, complete with crystal-clear examples and realistic model scripts, that smoothes out the bumps on the road to learning how to sell." -- L. John Shearer, account representative, Roadway Package Systems

"Selling 101 teaches the art of selling, while mastering the science of the 'people' side of business." -- Victor F. Podd, chairman and CEO, Powertex, Inc.

"For those interested in a more in-depth analysis of how to run a small business..." -- The Wall Street Journal

About the Author

Michael T. McGaulley is a management consultant, entrepreneur, and lawyer. He has developed sales training courses for organizations including Xerox operating companies in the United States, Europe, and Canada; Eastman Kodak, BankAmerica, GTE/Sylvania, and others.

Product Details

• Paperback: 284 pages
• Publisher: Adams Media Corp; 1st edition (March 1997)
• Language: English
• ISBN-10: 1558507051
• ISBN-13: 978-1558507050
• Product Dimensions: 8.4 x 5.5 x 0.8 inches
• Shipping Weight: 10.4 ounces
• Average Customer Review: 5.0 out of 5 stars  See all reviews (4 customer reviews)
• Amazon Best Sellers Rank: #1,272,381 in Books (See Top 100 in Books)

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Customer Reviews

Most Helpful Customer Reviews

2 of 2 people found the following review helpful:

5.0 out of 5 stars You Will Sell More After You Read This Book, August 23, 2002

By 

Eric Anderson "ejaya" (Tampa, FL USA) - See all my reviews
(REAL NAME)   

This review is from: Selling 101: Essential Selling Skills for Business Owners and Non-Sales People (Paperback)

If you are starting a business and want to learn the basics of selling and marketing a service or product, there are lots of books out there but very few present as much useful information as clearly and concisely as does Micheal McGaulley's Selling 101.

The book is organized in a chronological fashion and covers all the steps from finding a prospect to following up on an account you have sold. The sections on locating quality prospects on convincing the decision maker to go with you are especially well done.

If you own your own business and are at a point in the growth of your business that you need to add salespeople, this book includes some excellent material on hiring, motivating, and retaining quality sales people that is not included in most other books on the selling process.

This would be a particularly good book for the business owner who wants to sell more effectively and does not have a sales and marketing background. However, it is also a very good book for the salesperson who just wants to close more sales.

1 of 1 people found the following review helpful:

5.0 out of 5 stars Multiple Business Seminars in one Package, January 23, 2001

By 

B. Kavanagh (Plattsburgh,NY USA) - See all my reviews

This review is from: Selling 101: Essential Selling Skills for Business Owners and Non-Sales People (Paperback)

This book has been invaluable to me from two perspectives. The first time, I read this as a twenty-year career auto salesperson, and currently, in my dual role as a Personal Financial Analyst and also as a Performance Coach for Self-Empowerment and Holistic Well-Being. The author subtitles his book...a Course for Business Owners and Non-sales people. It is so much more! Packed full of concise information on effective communication, organizational skills, and motivation, it is the source of so many subtle changes that we can implement to better market ourselves, our ideas, and our products and services. This book will pay for itself many times over. It was like attending many weekends of workshops in Business and Salesmanship, in the comfort of my own home-office! Many thanks for doing all the legwork for me! If your time is valuable, and you seek to utilize the same skills that make the largest corporations successful, This book is for you. I highly recommend it!

1 of 2 people found the following review helpful:

5.0 out of 5 stars Nothing but praises!, February 26, 2000

By 

Hank (United States) - See all my reviews

This review is from: Selling 101: Essential Selling Skills for Business Owners and Non-Sales People (Paperback)

A great book for people who are in the business world and about to enter the business world. I used several helpful suggestions from the book in recent interviews. Once I found my job, I kept refering back to it because of its helpful suggestions.