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The Quantum Leap : In Speed to Market
John R. Costanza / Published 1990
Relentless by Johny K. Johansson and Ikujiro Nonaka. HarperBusiness, 198 pages, $22.
Remember back when we criticized the Japanese for copying American ways? Here's a chance to get even. Read this book and you'll learn completely different marketing methods from those used in Western nations. Methods like acknowledging the buyer is the master of a sales situation, then offering that buyer all the knowledge possible. Much more here that could transform many of our marketing methods. Best Business Books, 1997
Marketing by Philip Kottler (a classic)
How to Achieve Zero-Defect Marketing
It is a tall order to achieve ZD anything. Remember the words of Dr. Deming.
Allan J. Magrath / Hardcover / Published 1993 ; Amazon.com: $16.07 ~ You Save: $6.88 (30%)
Basic Marketing, 12th ed. by William D. Perreault, Jr. & E. Jerome McCarthy / Irwin, 1996.
Exceptionally well done. I have taught the Basic Marketing course from various editions of this text for over 20 years.
Real Time by Regis McKenna. Harvard Business School Press, 204 pages, $19.95.
McKenna, a management and marketing consultant, has written a warning: customers are changing. They want their exact needs filled. And they want them filled immediately. This book will prepare you for the profound marketing changes these changes demand of your firm in such diverse areas as training employees, satisfying customers by helping them serve themselves, and establishing partnerships with them. Learn from this or fall behind. Best Business Books, 1998
Product Innovation Strategy by Michel Robert. McGraw-Hill, 175 pages, $24.95.
If you fail to create new and innovative products, says Robert, your company will fade away. A consultant, Robert studied two kinds of companies: Those that can bring new products to market successfully, and those that can't. The results of this study can be found in his book -- how to find ideas and opportunities, how to pick out ideas with the potential for success, how to analyze the risks of developing a product, and how to create a master plan for launching it. Timeless and essential. Best Business Books, 1995
Promotion Management & Marketing Communications, 3rd ed.
Shimp, Terence A. / Dryden Press, 1993.
The New Positioning by Jack Trout with Steve Rivkin. McGraw-Hill, Inc., 173 pages, $21.95.
The ultimate marketing battleground is the mind. To win over the minds of consumers, you must create a clear and specific image for your product or service. Trout shows the ins and outs of positioning your product -- and repositioning it when sales skid. Best Business Books, 1996
Selling to Win by Richard Denny, Kogan-Page / ISBN: 1-85091-687-X
Red-Hot Cold Call Selling by Paul S. Goldner. AMACOM Books, 160 pages, $16.95 (paperback).
How would you like a sales trainer who says things like this: "For me, heaven will be a small room with a telephone and a never-ending list of prospects."? Goldner is a great teacher, and his book will fire you or your people up to knock on doors and keep knocking until you have the order in hand. He provides tips, tactics, systems, and motivating stories guaranteed to improve your production. After reading this book, you'll never fear rejections or objections again. Best Business Books, 1995
Selling on the Net by Herschell Gordon Lewis and Robert D. Lewis. NTC Publishing Group, 272 pages, $39.95.
If you're in the vast majority of those on the Web with a site that isn't earning its breakfast, start reading. The authors offer four rules to boost cybersales: 1. Define a profile of your intended audience. 2. Figure out what they're looking for on the Web. 3. Give them what they want while making your sales pitch. 4. Make it easy for them to buy from you. The details of those? You'll have to read the book or our Summary to get them. They're good enough to turn your profit picture around. Best Business Books, 1997
Sales reports, records, and systems : how to run a sales office
Philip Reginald Lund
Health Care Sales : New Strategies for Improving Quality, Client Relations, and Revenue (Jossey-Bass Health Series)
Ken E. MacK, Philip A. Newbold / Hardcover / Published 1991 ; Amazon.com: $33.95
Building the High-Performance Sales Force
Joe Petrone, Joseph A. Petrone / Hardcover / Published 1994 / Amazon.com: $18.87 ~ You Save: $8.08 (30%)
Up the Loyalty Ladder by Murray Raphel and Neil Raphel. HarperBusiness, 289 pages, $23.
The Raphels show how to turn prospects into shoppers, shoppers into customers, customers into clients, and clients into advocates of your business. This book is filled with useful, tested techniques for gaining sales. Useful for all; indispensable for the smaller business. Best Business Books, 1995
High-Efficiency Selling
by Stephan Schiffman. John Wiley & Sons, 270 pages, $18.95.
Superior salespeople get that way by taking three steps. First, they don't waste time; second, they get all the information they need to make the sale; third, they don't rush the final presentation and closing. They go for the closing when they're sure of success. No startling secrets of success here; just plain good advice, in helpful detail, on how to boost sales. Best Business Books, 1997
Signposts to success; a wholesaler's guide to the use of management information techniques
Advanced Selling Strategies by Brian Tracy. Simon & Schuster, Inc., 430 pages, $25.
An internationally known sales trainer, Tracy shows how tentative, unsuccessful salespeople can become highly paid, top performers. In over 400 pages, Tracy offers detailed tips and techniques for every phase of the sales process, from prospecting to closing. You'll learn everything from how to dress to how to deal with objections. A comprehensive, easy-to-read resource for every salesperson. Best Business Books, 1995
Applying Total Quality to Sales
Cas Welch, Pete Geissler / Hardcover / Published 1995 / Amazon.com: $10.50 ~ You Save: $4.50 (30%)
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Revised 12 December 1998