Author: Jeff Cox, Howard Stevens
Translator: Young-han Kim, Hyung-joon Kim
Publisher: Wisdom House
Hardcover | 333 pages | 223*152mm
| Important! Please read before you order! |
| >>>This book is written in Korean. |
About This Book
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
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