Book Description
The Unique Sales System Proven Successful by the Worlds Best Companies Now updated and revised for a new century of sales success, this new edition of the business classic confronts the rapidly evolving world of business-to-business sales with new real-world examples, new strategies for confronting competition, and a special section featuring the most commonly asked questions from the Miller Heiman workshops. Learn: How to identify the four real decision makers in every corporate labyrinth How to prevent sabotage by an internal deal-killer How to make a senior executive eager to see you How to avoid closing business that youll later regret How to manage a territory to provide steady, not boom and bust, revenue
Customer Reviews:
An excellent read!.......2007-10-12
Just when you thought you couldn't improve a masterpiece, Miller Heiman releases an improved version of Strategic Selling. It's a must read!
Soar Despite Your Dodo Sales Manager
Great for large complex sales.......2007-04-29
The (new!) strategic selling technique is optimal for large complex sales - how do you sell the implementation of an enterprise software system, or the outsourcing of customer care? These types of sales require more than product innovation, advertising, or dropping a pair of football tickets off to the buyer. They require an in depth understanding of the customer organization, and both what drives change, and what stops it. The methods here aren't an "Everywhere for everything" panaceas - you don't need them to get more shelf space for Cheerios - but the are great for organizing attacks on the big sales.
Excellent Sales Strategy Approach.......2007-03-02
A real strategic approach to building business relationships and getting sales that have the best chance of delivering a win-win for both you and the client.
I "dumbed down" to a one-page crib sheet that I try to follow in my consulting business. It's worked very well so far. That said, if your target market is small businesses (25 or less employees), while the strategy will work, it may be too much of an effort up front for the potential pay-off down the road. If your target is companies of 2,000+ employees, this is a must.
J. Avellanet, Co-Founder of Cerulean Associates LLC
Great Process For Sales!.......2007-02-25
This book helped me understand the four major buying positions within an organization; Coach, User Buyer, Technical Buyer and Economic Buyer. Once I understood the roles each of these play during a complex sale, it helped me concentrate on the position and not the personality. This book helped me understand the objectives of each buying position and gave me pointers on how to take advantage with the proper communication techniques. I highly recommend it for all sales people who are trying to sell to large corporations.
Outstanding book.......2006-11-03
This book really helps you to find all the right people to help make your sell successful. I recommend it to every sales person.
Book Description
A lively insider's guide to starting a successful small business selling items old and new on eBay, written with personal anecdotes, well–kept secrets, and insider tips by Adam Ginsberg, eBay's most successful private salesperson.
This is the insider's guide to making money on eBay. Adam Ginsberg is the most successful seller on eBay, moving around a million dollars' worth of merchandise every month. Not only will he impart his personal secrets on how to sell on eBay –learned through years of experience – and his tips on expanding your small business using eBay as a global market, but he'll also give fun side–notes and anecdotes, keeping the book lively and making it a fun and interesting read.
This book will be a must–have for all current and aspiring eBay sellers, all small–business owners, and anyone who wants to learn how to start a million–dollar company.
Customer Reviews:
Only for the newbie.......2007-10-22
Just finished the book last night hoping to find ideas that I could implement in my eBay sales. No real new info here. More geared for the eBay novice. If you have any experience buying or selling on eBay you already know 99% of the info provided in this book.
I found it odd that the author claims to have sold a 4 year old pair of very worn sneakers on eBay for $21 in the beginning of the book and then talks about it again later in the book but the sale price was $26.
Also, the author refers you to links to third party paid services which he owns.
Read this book is one sitting..........2007-10-09
What really stood out for me was the writing style of the book. It was conversational with great stories that were fun and interesting.
Along with great tips, this book is not written in the typical "textbook" format. I read the entire book in less than a day and would definitely encourage anyone to read it!
Simply a GREAT Book!.......2007-10-09
Not only was this book easy to read - the content helped me go from a new eBay seller to an advanced one. I went from 19 feedback to 175 feedback in 60 days using the techniques I learned.
I'd highly encourage anyone interested in learning more about eBay to read this book!
Great eBay book.......2007-06-14
a Gotta Have book if you are planning on starting an eBay business in your home in 30 days. Great reference for the experienced eBayer.
Garbage.......2007-06-08
This book is one big fat advertisement for Ebay and for Adam Ginsberg's other ventures. It had very little useful information, and NO information that cannot be found easily on-line or on Ebay itself. It was a waste of my time reading it. It was utterly repetitive and took forever to actually get to any sort of information or advice. There is hardly enough information in this book to fill a 10 page pamphlet...let alone a 300 page book!!! I'm just happy I got it from the library and didn't end up wasting my money as well as my time.
I wish there was actually a book out there to help people who are not complete ebay beginners. The biggest ebay woe is finding sources for products, and there is little help in this book....OH, unless you want to go to the website Adam plugs and buy more stuff from him. SURE, then he'll help you out. HA, RIGHT!
Book Description
The best product or service in the world will never be successful unless its provider knows how to attract enthusiastic customers.
Chelsea Green has published numerous books that promote self-sufficiency through independent work. Eliot Coleman inspired a nation of market gardeners with his New Organic Grower. Then Lynn Byczynski refined the model of horticultural entrepreneur in The Flower Farmer, and Michael Phillips followed suit in The Apple Grower. Gene Logsdon's The Contrary Farmer provides the tools to make cottage farming economically viable, while in The Bread Builders, Daniel Wing and Alan Scott lay the foundation for revival of the village baking tradition.
We expect that Shel Horowitz's Grassroots Marketing: Getting Noticed in a Noisy World will be welcomed by the organic farmers, solar-energy installers, telecommuters, environmental activists, community gardeners, and straw-bale-house builders of the world. Although he doesn't presume that all of his readers will have embraced the principles of sustainable living, Horowitz's approaches are especially well-matched to the bootstrap businesses and organizations that comprise the new sustainability economy.
Horowitz's key assumption is that the diverse entrepreneurs who need this book will have one thing in common—they won't have much money to spend on marketing efforts. His book tells you:
How to get more than your money's worth in paid advertising;
How to get free ink from the press by turning yourself into news;
How to develop a multi-pronged, multi-media strategy just like the big guys (but without big bucks).
Originally published as Marketing Without Megabucks (Simon & Schuster, 1993), this book has been thoroughly revised, including a major new section on the development that has been the greatest boon ever to the grassroots marketer—the Internet.
Customer Reviews:
I'd give it six stars if I could . . ........2007-03-18
I bought this book after hearing Shel speak. He came off as extremely knowledgeable, very down to earth, and hype-free. So is the book - I was not disappointed.
In my opinion, this is a "friendly" textbook on marketing ALL small businesses, consultants, etc. should read, and certainly applicable to big biz as well. It answered questions I never knew I had. There was information I could use IMMEDIATELY! For example, I went back and made minor yet significant edits to my (very few) Press Releases right away.
Let's step back for a few minutes, I knew very little about marketing despite having run my own business for 15+ years. I never paid attention to marketing, sales, or much of anything but my core competencies - what I was getting paid for as a consultant. Yeah, I'd been "lucky," but don't want to count on luck anymore. There were some basic marketing principles I lacked, and this book taught those well.
I understood some advanced marketing issues and techniques very well, as I've been studying marketing the last few months out of interest and curiosity, but I lacked most basics. It's like understanding advanced calculus and topology, but not being able to add and subtract reliably. This book taught those basics. I should have read it 15 years ago, had it been published then! I still lack experience in some marketing areas, but now at least I have a "clue."
In my first pass I read the topics that interested me with extreme interest. For example, I have, or thought I had, zero use for "Yellow Pages" ads as just one example. I was wrong. I've read this book cover to cover a few times and keep getting more value - and actionable information. It's been on my nightstand now for months and I often read a random section before retiring at night.
If there is a downside, it's that the Internet section is somewhat out of date. That is no surprise as the Internet is evolving rapidly and the book is copyright 2000, but I still think it would be the perfect primer for the uninitiated. Hey, I'm a 25 year Internet veteran and I learned things!
The only book on Marketing you will ever need!.......2005-08-07
If you follow Shel's advice in this well written, easy to use book, you will be successful. My copy is full of post it notes marking pages and highlighted areas, my advice is to buy this book if you want to be successful.
This book is a MUST!.......2004-03-10
I am not usually one to get all gushy and promotional about a book (unless it's mine!) but I've just finished Grassroots Marketing and I think anyone who is trying to market or promote themselves or their work, in any way, MUST have this book!
Regardless of your budget (the books starts at a $10 marketing budget and works up) this books has ideas, links, how-to, and tip that had me highlighting almost every page. I've read a dozen books on marketing in the last year and this was, by far, the best.
In fact, I wish I'd read it first as it would have saved me buying and reading all the others.
I don't think that there are two consecutive pages that I haven't highlighted, lol!
Perry P. Perkins
Author
"Just Past Oysterville"
One of The Most Complete Marketing Books I"ve Read.......2002-10-12
"Grassroots Marketing" is a great book for small business owners who want to improve their company's marketing and do so inexpensively. The book surveys nearly every marketing method known to man.
Horowitz says that the average U.S. adult is exposed to about 2,000 messages each day. So, entrepreneurs really need to make their message stand out from the crowd. Further, Horowitz argues that the average small business, individual, or organization needs to market very inexpensively.
Horowitz summarizes marketing as 1) Identifying your target market; 2) getting the right information and message to your market; and 3) Convincing the target customer to do business with your company.
Horowitz discusses:
- Choosing a company name and how it impacts marketing
- Designing logos
- Writing press releases
- Writing professional articles to market your business
- Using Yellow Page ads effectively
- Direct mail and when its effective and when its not
- Bumper stickers and billboards
- Radio and TV advertising via free publicity
- Internet marketing and getting listed on search engines
- Affiliate marketing
- Telemarketing
- Personal sales and mulitlevel marketing
- Word-of-mouth referrals and networking to get them
- Branding and creating 'buzz'
The chapter about effective copyrighting is especially strong. Horowitz expands the basic AIDA formula (Attention, Interest, Desire, Action) into ten points of effective copywriting.
The strength of the chapter on writing effective copy isn't surprising, given that Horowitz is a professional copywriter who helps companies develop advertising. Horowitz also helps entrepreneurs plan marketing and publicity campaigns.
"Grassroots Marketing" gives many resources throughout. Not every marketing method discussed in "Grassroots Marketing" will be appropriate for your company. For example, while a plumber will benefit greatly from a Yellow Page Ad (Horowitz says that people tend to consult the Yellow Pages during emergencies among other occasions), other entrepreneurs will benefit more from direct mail. And, while Horowitz says that balloons with logos are best used to draw people to events, financial advisors will probably not want to place their business logo on balloons.
Peter Hupalo, Author of "How To Start And Run A Small Book Publishing Company."
39 Books for the Price of One.......2002-05-17
The main reason to buy this book is that Shel Horowitz has distilled the marketing wisdom of dozens of experts who charge up to hundreds of dollars for their books. Not only has Shel done the reading for you, he also interviewed many of these experts, or engaged in correspondence with them. He is a scholar of marketing, summarizing and simplifying with his infectious, upbeat writing style and an unwavering focus on what can be done on the cheap.
The second reason to buy this book is for the copious examples and case histories. Shel provides numerous side-by-side examples of good and poor copy, including news releases, classified ads, e-mail signature files, and even Yellow Pages ads. These side-by-side comparisons teach quickly in a way no amount of explanatory text can match.
My only complaint is the title of the book. It should be "TREEroots Marketing," because if you follow Shel's no-frills advice, you'll soon be towering over the competition.
Average customer rating:
- Very practical hints, you won't find in other selling-books.
- Very Poorly Organized
|
203 Ways to Be Supremely Successful in the New World of Selling
John R. Graham
Manufacturer: Macmillan General Reference
ProductGroup: Book
Binding: Paperback
 General
| Job Hunting & Careers
| Business & Investing
| Subjects
| Books
General
| Sales & Selling
| Marketing & Sales
| Business & Investing
| Subjects
| Books
Techniques
| Sales & Selling
| Marketing & Sales
| Business & Investing
| Subjects
| Books
ASIN: 0028611772 |
Customer Reviews:
Very practical hints, you won't find in other selling-books........1998-07-18
Congratulations, John R. Graham! While other writers concentrate on technics about persuasion, closing sales, presentation skills, motivating yourself, etc. you reminded me that the natural way to get clients and orders is by first having the prospects recognize that you are the most competent person to meet their ACTUAL problems.
Whenever you study the normal quick ways that companys try to "produce" clients, your advices are the best that could really help them. It certainly helped me. May be this is so because I allready tended to see it your way. But not as sharp and convincing as you showed me.
Maybe other readers - or you, the author - would like to share their experiences with the "203 ways" with me: Ulrich M. Tietz, Augsburg, Germany: umtietz@vossnet.de
Very Poorly Organized.......1998-04-30
This book is written for a three year old. It is overpopulated with very distracting symbols and not a heck of a lot of useful information.
Book Description
This digital document is an article from Franchising World, published by International Franchise Association on May 1, 2002. The length of the article is 1461 words. The page length shown above is based on a typical 300-word page. The article is delivered in HTML format and is available in your Amazon.com Digital Locker immediately after purchase. You can view it with any web browser.
Citation Details
Title: Before you start selling franchises--a legal checklist for new franchisors: now that you have your offering circular, you are no doubt ready to sell franchises. Did your lawyer give you a compliance letter you can refer to when selling franchises? If not, are you familiar with the myriad laws that will govern your activities in the next several years? (Legal/Legislative).
Author: Charles S. Modell
Publication:
Franchising World (Magazine/Journal)
Date: May 1, 2002
Publisher: International Franchise Association
Volume: 34
Issue: 4
Page: 38(2)
Distributed by Thomson Gale
Average customer rating:
- Completely useless
- Ebay Auction Guide, Direct and Informative
- "eBayTM Auctions, Buyers/Sellers Guide and More"Antiqs4u,Inc
- Step by step--SUPERB!!!
- Want to Post Pictures on eBay - buy THIS book!
|
Buyers/Sellers Guide for eBay Auctions and More
Diane Rudy , and
Dale Rudy
Manufacturer: Antiqs4u, Incorporated
ProductGroup: Book
Binding: Paperback
New Business Enterprises
| Small Business & Entrepreneurship
| Business & Investing
| Subjects
| Books
General
| Antiques & Collectibles
| Home & Garden
| Subjects
| Books
General
| Computers & Internet
| Subjects
| Books
eBay
| Business & Culture
| Computers & Internet
| Subjects
| Books
E-Commerce
| Business & Culture
| Computers & Internet
| Subjects
| Books
ASIN: 096717290X |
Book Description
This step-by-step easy to understand guide is designed to give valuable information on buying and selling on eBay Auctions, along with other helpful chapters on:
Finding Your Way Around eBay
Writing Descriptions and Eye Catching Titles
Adding Pictures/ Write Descriptions in Color
Grading Charts
Packaging Tips/ Postage and Insurance Rates
What's Hot/ Finding Treasures
Computers/ Accessories/ Internet Providers
Business Set-up/ What is Tax Deductible
Customer Reviews:
Completely useless.......2002-11-05
This pamphlet (I wouldn't even call it a book) provides absolutely no useful information that you can't get from ebay itself. It might be helpful to 3rd graders, because it's written at their level, but for anyone else, don't waste your money. I decided to return it immediately upon seeing it and reading a couple of pages.
The only thing it's good for is scamming money from unsuspecting customers to profit the "authors" (and I use that term lightly).
I'd give it no stars if that was an option.
Ebay Auction Guide, Direct and Informative.......2000-06-24
I enjoyed the book because it was straightforward. The authors did a good job condensing a lot of information from a variety of areas into easy reading. I was especially happy to find that the chapter on how to add photos to my descriptions was so easy to understand. I've been using one of the examples for completing the transaction and it has worked well for me. I have always wanted to start my own business selling antiques on Ebay and after reading this book, I have a clearer picture of what all is involved and how to get started.
"eBayTM Auctions, Buyers/Sellers Guide and More"Antiqs4u,Inc.......2000-05-25
This is a recitation of what you can find yourself on eBay, only this contains incorrect English. This booklet was published by the authors. The only helpful part was a several page discussion of what is selling well now in collectibles.
Step by step--SUPERB!!!.......2000-02-06
I have purchased a couple of books to help me get started selling on ebay. This is the only one I will recommend to anyone!! It's simple step by step instructions are exactly what I was looking for. No mumbo-jumbo that I didn't need! If you want an easy to understand guide-THIS IS IT!!!!
Want to Post Pictures on eBay - buy THIS book!.......1999-12-10
If you're interested in getting the maximum results in the minimum amount time - this book is for you! It definitely "cuts to the chase" you don't have to weed through a lot of extraneous information. I found the area on how to Post Auction Photos to be succinct & to the point...& the best is -- it worked! So, if you're looking to post pictures on eBay (particularly from AOL - that's what I used) then this is by far the best book on the subject.
Book Description
This digital document is an article from Franchising World, published by International Franchise Association on October 1, 2004. The length of the article is 714 words. The page length shown above is based on a typical 300-word page. The article is delivered in HTML format and is available in your Amazon.com Digital Locker immediately after purchase. You can view it with any web browser.
Citation Details
Title: Community involvement: a "way of life": we always tell new franchisees that we are not just selling them a business, we are creating a new way of life for them.(FW Focus * Franchise Relations)
Author: Nick Vojnovic
Publication:
Franchising World (Magazine/Journal)
Date: October 1, 2004
Publisher: International Franchise Association
Volume: 36
Issue: 9
Page: 56(1)
Distributed by Thomson Gale
Book Description
The Southwest has long been one of America's dreamscapes, a place we go to relive and reinvent our past for the purposes of the present. Yet the Southwest is a real place, too, one where people live and make a living. This collection of essays looks at the ways tourism affects people and places in the Southwest and at the region's meaning on the larger stage of national life.
In the first section, “Configuring Ethnicity: The Meaning of Who You Are,” Chris Wilson, Phoebe Kropp, and Rena Swentzell explicate tourist sites in Albuquerque, California's Camino Real, and Taos. Essays on “Collecting and Belonging” include discussions of scrapbooks, souvenirs, and virtual tourism on the Internet by Marguerite Shaffer, Leah Dilworth, and Erika Bsumek. The third section, “The Practice of Tourism,” offers the perspectives of William L. Bryan, Jr., a leading ecotourism operator, and Susan Guyette and David White, who argue for the autonomy of native people in presenting their experience to visitors. The final section looks at how places are transformed by tourism. Sylvia Rodriguez examines the power dynamics of tourism, Char Miller chronicles the way San Antonio has become a colonial town, and volume editor Hal Rothman presents Las Vegas as a place where authenticity and inauthenticity are purposefully indistinguishable.
The Southwest has long been an American dreamscape, and inherently this has had its affect on the land and its people. Among other topics discussed in the package of essays is how the area is transformed by tourism and how native people gain autonomy by presenting their experiences and cultures to tourists.
Book Description
This digital document is an article from Franchising World, published by International Franchise Association on February 1, 2005. The length of the article is 1043 words. The page length shown above is based on a typical 300-word page. The article is delivered in HTML format and is available in your Amazon.com Digital Locker immediately after purchase. You can view it with any web browser.
Citation Details
Title: Direct marketing for franchisees--a whole new ball game: do your homework, take great care with choosing a marketing specialist, and be patient as you wade through the inevitable trial and error period.
Author: Don Cole
Publication:
Franchising World (Magazine/Journal)
Date: February 1, 2005
Publisher: International Franchise Association
Volume: 37
Issue: 2
Page: 30(2)
Distributed by Thomson Gale
Book Description
This digital document is an article from NZ Business, published by Profile Publishing Ltd. on December 1, 2004. The length of the article is 2079 words. The page length shown above is based on a typical 300-word page. The article is delivered in HTML format and is available in your Amazon.com Digital Locker immediately after purchase. You can view it with any web browser.
Citation Details
Title: Exporting expertise: the selling of knowledge, through consultancy services, plays an increasingly important part in New Zealand's export earnings. Liz Light investigates.(export review)
Author: Liz Light
Publication:
NZ Business (Magazine/Journal)
Date: December 1, 2004
Publisher: Profile Publishing Ltd.
Volume: 18
Issue: 11
Page: 40(3)
Distributed by Thomson Gale
Books:
- The Screenwriter's Bible: A Complete Guide to Writing, Formatting, and Selling Your Script
- The Theory of Moral Sentiments (Great Books in Philosophy)
- Ultimate Guide to Google AdWords (Ultimate Guide to Google Adwords)
- Under the Radar: Talking to Today's Cynical Consumer
- Visual Merchandising: The Business of Merchandise Presentation (Sv-Fashion Merchandising)
- Women & Money: Owning the Power to Control Your Destiny
- You, Inc.: The Art of Selling Yourself
- You, Inc.: The Art of Selling Yourself
- Your First Year in Network Marketing: Overcome Your Fears, Experience Success, and Achieve Your Dreams!
- Zero Quality Control: Source Inspection and the Poka-Yoke System
Books Index
Books Home
Recommended Books
- Multisensory Teaching Of Basic Language Skills, 2nd Edition
- Brazilian Jiu-Jitsu: Theory & Technique
- Take One's Essential Guide to Canadian Film
- Principled Profit: Marketing That Puts People First
- The McGraw-Hill 36-Hour Course In Finance for Non-Financial Managers
- Animal Disease Surveillance and Survey Systems: Methods and Applications
- Villa Decor: Decidedly French and Italian Style
- How to Conduct Self-Administered and Mail Surveys
- The Econometric Analysis of Seasonal Time Series
- The Nepticulidae of Eastern Europe And Asia: Western, Central And Eastern Parts
The New Conceptual Selling: The Most Effective and Proven Method for Face-to-Face Sales Planning
The New Successful Large Account Management: Maintaining and Growing Your Most Important Assets -- Your Customers
SPIN Selling
Solution Selling: Creating Buyers in Difficult Selling Markets
The SPIN Selling Fieldbook
