Jeff Cox has done it again. The coauthor of Zapp! and The Goal--bestselling business books that employ engaging fictional tales to advance a slew of practical suggestions--now teams with marketing specialist Howard Stevens to do for sales what his previous efforts did for motivation and productivity. In Selling the Wheel, he crafts a witty story around solid sales fundamentals that Stevens has gleaned from a quarter-century of research and analysis. Its hero is a fledgling old-time entrepreneur named Max who invents the wheel but can't get anybody to buy one. With marketing assistance from his wife ("In the olden days," Cox explains, "women almost always did the marketing"), and guidance from a cave-dwelling wise man, Max ultimately succeeds with help from four distinctly different types of salespeople, dubbed Closer, Wizard, Builder, and Captain. While this may sound silly when taken out of context, the story is entertaining and, more important, filled with sound tips that could help sales professionals and their managers deal with varying evolutionary phases of any product or service. Among its many nuggets: "Silence has been used for centuries as a closing technique. The game is simple. After asking a closing question, say nothing--because the person who speaks next loses." --Howard Rothman --This text refers to an out of print or unavailable edition of this title.
Cox Zapps! us with another business fable.
Copyright 1999 Reed Business Information, Inc. --This text refers to an out of print or unavailable edition of this title.
This book is a great tool, very easy to read and the characters are enjoyable.Published 3 months ago by Pam Thomas
Awesome book for any business owner wondering if their sales force is appropriate for their stage of business.Published 8 months ago by Brian E. Hoecht
Excellent book! Explains you in a very simple way the sales structure in the different phases of a company,Published 10 months ago by Arturo Walter Gómez Cram
I would recommend it or buy copies for my non commercial/sales colleagues and management.Published 11 months ago by Lankyknitter
Great read. Distills core concepts in an engaging narrative. Loved it and will definitely recommend to anyone who is interested in sales or managing sales peoplePublished 18 months ago by Raghu Thricovil
Another "business fable", Cox & Stevens explain four different types of buyers and sellers. The fable surrounds selling a new invention--the wheel--in ancient Egypt. Read morePublished on July 21, 2013 by Shaun Heneghan
This book covers every style of salesmanship no matter what stage your business is in. From conception to IPO, there is a different level of selling and this book gives you an... Read morePublished on July 10, 2013 by Charles Ilsley
This book is quite awesome. It's basically business 101 plus explains the different types of sales people and their best roles in a company. Read morePublished on February 12, 2013 by keatz85