Heavy Hitter Sales Wisdom[大人物销售智慧：销售福利战略、说服的秘密与成功常识]

图书标准信息

• 作者 Steve W. Martin 著
• 出版社 Wiley
• 出版时间 2006-09
• 版次 1
• ISBN 9780470052310
• 定价 252.00元
• 装帧 精装
• 开本 其他
• 纸张 胶版纸
• 页数 272页
• 正文语种 英语

【内容简介】

PraiseforHeavyHitterSalesWisdom"SteveMartintakesamuch-neededlookathowsuccessfulexecutivesreadverbalandnonverbalmessages,whichallowsthemtoquicklyunderstandthesubtextoftheircustomers'minds.Thebestpartisthattheauthorshareseffectivestrategiesthatputmorefunintosellingandmoremoneyintosalespeople'spockets."—GerhardGschwandtnerFounderandPublisher,SellingPowermagazine"SteveMartin'sinterestingexaminationofgreatleadersinhistoryandtheparallelshedrawsbetweenwagingawarandwagingasalescampaignshouldberequiredreadingforenterprisesalespeople."—JayFulcher,ChiefExecutiveOfficer,AgileSoftware"Thispowerfulbookprovidesreal-worldstrategiesyoucanusetoincreasesalesimmediately!"—BrianTracy,President,BrianTracyInternational,author,GettingRichYourOwnWay"HeavyHitterSalesWisdomgoesbeyondthetraditionaldescriptionofsalescyclestotheheartofselling.It'sabouttheemotionalconnectionwiththecustomer,butalsotheattackanddestructionofthecompetition."—OlivierHelleboid,VicePresident,SoftwareOperations,Hewlett-Packard"HeavyHitterSalesWisdomprovidesfieldsalesgeneralsandsalessoldierswithtonsofstrategy,persuasiontechniques,andcommon-senseapproachestowinningtheheartsandmindsofprospects.Thisbookwilladdnewweaponstoyourarsenal."—TimKelliher,SeniorVicePresident,Sales,DHLGlobalMail

【作者简介】

STEVEW.MARTINisasuccessfulspeaker,consultant,andthecreatoroftheHeavyHitterSellingtrainingprogram.Usingtheconceptsofneurolinguistics,hehasdevelopedeffectivemodelsthathavehelpedthousandsofsalespeoplebecomeheavyhitterrevenueproducers.HeisalsotheauthorofHeavyHitterSelling,fromWiley.

【目录】

Preface.1IntroducingtheBigPicture.Thepresenceofinformationtechnology.Megatrendsatwork.Howsocietiesusetechnologytoshapetheirworld.Notesandreferences.2HowComputersSpreadAroundtheWorldSoFast.Definitionsandissues.Government-supported/private-sector-drivenmodel.Nationalchampionmodel.Asianprivate-sector-drivenmodel.Plannedeconomy:publicpolicymodel.Industry-drivenmodel.Corporatediffusionmodel.Applicationdiffusionmodel.Technology-standardsdiffusionmodel.Patterns,practices,andimplications.Notesandreferences.3HowGovernmentsLeverageInformationTechnologiestoImproveTheirNationalEconomies.Abriefhistoricalreminder.Economicdevelopmentinaconnectedworld:thebigpicture.Howgovernmentsuseittoencourageeconomicdevelopment.Whatmotivatesgovernmentstoencouragetheircitizensandeconomiestouseit?.Emergingstrategiesforthemostadvancednationscomparedtorapidlyadvancingnations.Thespecialroleoflabor.Globalrecession,twenty-firstcenturystyle.Implicationsforpublicofficials.Implicationsforbusinessleaders.Thewayforwardwithpoliciesandpractices.Notesandreferences.4HowManagersandOfficialsDecideWhatTechnologytoUse.Thekindsofdecisionsmadebymanagers.Typesofjustification.Managerialpractices.Somepossiblelesseffectivepractices.Specialroleofindustries.Pathforward.Notesandreferences.5AddingUptheResultsSoFar:DoWeNowLiveintheInformationAge?Whynaminganageisausefulexerciseandsohardtodo.Whathistorianscanteachusabouttheprocess.Thecaseagainsttheinformationage.Canwecoexistonthefrontiersofanewage?Lessonsformanagementandastrategyforchange.Concludingthoughts.Notesandreferences.6AnExpandingRoleforScientistsandEngineers.Theriseofthecomputerscientist.Theirroleinmodernsociety.Whenscientistsandtechfolktakethingsintotheirownhands.Whentechnologistsgogreen.Theirfutureworld.Anoldrolemadenew.Notesandreferences.7LookingDowntheRoadintotheTwenty-FirstCentury.Howtoseethefutureofanindustry.Knowinghowinformationtechnologyisevolving.Astrategyformanagersandpublicofficials.Specialroleofthecomputersciencecommunity.Theultimatetrend.Notesandreferences.8KeepingUp:BibliographicEssay.Thebigpicture.Howcomputersspreadaroundtheworld.Governmentsleveragingitforeconomicdevelopment.Decidingwhattechnologytouse.Livingintheinformationage.Roleoftechnologists.Intothetwenty-firstcentury.Index.