Sales

This collectible edition of "The Art of War by Sun Tzu" presents these timeless instructions regarding military strategy and managing conflict in two complete versions, with over 260 pages of content.

A modern introduction, tracing the origins of "The Art of War" and its historical and cultural importance, firmly grounds the reader in the context with which the oldest book on military strategy has survived the ages, as well as contemporary examples of its continued use.

The first section of this collectible edition contains "The Art of War" in English, without notes or commentary. This allows the reader to understand the teachings of Sun Tzu, without the distraction of footnotes or excessive comments.

The second section contains the complete annotated translation by Lionel Giles, restored by Sian Kim, along with Giles' translation notes, definitive critical commentary, and supplemental information from a broad range of sources. Written during the Victorian era, Giles' 1910 "Introduction" has also been included, containing the legend of "Sun Tzu and The Army of Concubines".

Although written in the 6th century BC, the teachings of Sun Tzu are still found today in the martial arts, legal doctrine, military schools, management seminars and pervasively throughout popular culture.

Quality management. Process mapping. Speed to production. In the past 50 years, a rigorous, measurement-based methodology called Six Sigma has brought production management to previously unimaginable levels of success and sophistication. Top corporations such as Motorola and GE have built their reputations, products, and revenues using this approach. Indeed, Six Sigma has found widespread application in every significant industry and business—except marketing and sales. In Sales and Marketing the Six Sigma Way, sales and quality guru Michael Webb shows how to blend marketing and sales efforts with the cutting-edge methods of Six Sigma to boost their bottom lines. With Webb’s book as a guide, readers learn to engineer rapid routes to customer value, accurately predict future revenue, and ensure return on investment for their projects. In Sales and Marketing the Six Sigma Way, you will: * Find out why "the usual fixes" for sales problems don't work * Meet executives who have used Six Sigma to imrpove marketing and sales results * See the pitfalls that await the unwary when applying process improvement in sales * Learn how to introduce Six Sigma to sales and marketing professionals * Discover through examples and cases how to manage sales as a process Webb walks readers through several Six Sigma sales and marketing projects from start to finish, highlighting the tools, decisions, and results that made them successful. He shows the practical methods managers use to translate process improvement principles to the human world of selling and marketing. With his dual background in sales and marketing management and in quality improvement, Webb speaks clearly to readers in both disciplines. This makes Sales and Marketing the Six Sigma Way,the indispensible guide for sales and marketing professionals who want to excel in today's business environment, and for quality improvement experts who want to help them.

SELLING THE INVISIBLE is a succinct and often entertaining look at the unique characteristics of services and their prospects, and how any service, from a home-based consultancy to a multinational brokerage, can turn more prospects into clients and keep them. SELLING THE INVISIBLE covers service marketing from start to finish. Filled with wonderful insights and written in a roll-up-your-sleeves, jargon-free, accessible style, such as:

Greatness May Get You Nowhere
Focus Groups Don'ts
The More You Say, the Less People Hear &
Seeing the Forest Around the Falling Trees.

Strategies and answers from a lifetime of selling, from the bestselling author of The Sales Bible. Jeffrey Gitomer is the author of The New York Times best seller The Sales Bible and The Little Red Book of Selling. All of his books have been number one best sellers on Amazon.com, including Customer Satisfaction is Worthless, Customer Loyalty is Priceless, The Patterson Principles of Selling, and his latest best-selling books The Little Red Book of Sales Answers, The Little Black Book of Connections, and The Little Gold Book of YES! Attitude. Jeffrey's books have sold millions of copies worldwide.
Jeffrey gives public and corporate seminars, runs annual sales meetings, and conducts live and Internet training programs on selling and customer loyalty. He has presented an average of 120 seminars a year for the past ten years.

The way a company designs its sales compensation program has a greater impact on behavior and results than any sales training, sales management method, or leadership message. Yet most senior executives fail to see the big picture, leading to fundamental misalignments between sales strategy and organizational goals. Featuring insightful interviews with Fortune 1000 C-level executives and real lessons from the field, this essential book reveals the tough questions leaders should be asking about how sales incentives drive the business. It provides valuable thought models and a Revenue Roadmap identifying the four major competency areas and 16 related disciplines that must connect for an organization to grow profitably. Last but not least, readers will find an interactive report card they can use to grade their own compensation plans. Sales compensation powers the performance of the entire business. What Your CEO Needs to Know about Sales Compensation casts a spotlight on how leaders at all levels can leverage the strategic power of incentives to reach the ultimate

What's the secret to sales success? If you're like most business leaders, you'd say it's fundamentally about relationships-and you'd be wrong. The best salespeople don't just build relationships with customers. They challenge them.
The need to understand what top-performing reps are doing that their average performing colleagues are not drove Matthew Dixon, Brent Adamson, and their colleagues at Corporate Executive Board to investigate the skills, behaviors, knowledge, and attitudes that matter most for high performance. And what they discovered may be the biggest shock to conventional sales wisdom in decades.

Based on an exhaustive study of thousands of sales reps across multiple industries and geographies, The Challenger Sale argues that classic relationship building is a losing approach, especially when it comes to selling complex, large-scale business-to-business solutions. The authors' study found that every sales rep in the world falls into one of five distinct profiles, and while all of these types of reps can deliver average sales performance, only one-the Challenger- delivers consistently high performance.

Instead of bludgeoning customers with endless facts and features about their company and products, Challengers approach customers with unique insights about how they can save or make money. They tailor their sales message to the customer's specific needs and objectives. Rather than acquiescing to the customer's every demand or objection, they are assertive, pushing back when necessary and taking control of the sale.

The things that make Challengers unique are replicable and teachable to the average sales rep. Once you understand how to identify the Challengers in your organization, you can model their approach and embed it throughout your sales force. The authors explain how almost any average-performing rep, once equipped with the right tools, can successfully reframe customers' expectations and deliver a distinctive purchase experience that drives higher levels of customer loyalty and, ultimately, greater growth.