Stuff
Product Details
Touchstone, January 2001
Trade Paperback, 256 pages
ISBN-10: 0684856018
ISBN-13: 9780684856018
Read an Excerpt
Chapter 1
Description
Jeff Cox displayed his remarkable gift for translating complex theories into entertaining stories as the coauthor of Zapp! and The Goal. Now, in collaboration with sales and marketing guru Howard Stevens, CEO of the H. R. Chally Group, he tells a story in the style of an ancient parable to reveal vital lessons gleaned from decades of research on salespeople and customers -- lessons that will help you identify the right way to sell successfully.
Selling the Wheel recounts the story of Max, the resourceful fellow who invented the Wheel and found himself faced with the challenge of convincing people to accept his breakthrough innovation. In so doing, it demonstrates four essential selling styles, each requiring a distinctly different type of salesperson and selling approach. As Chally's research clearly shows, no company can be all things to all customers: sales tactics and strategies must change as technologies and markets mature to reflect new values demanded by customers. Written with humor and filled with practical insights, Selling the Wheel will be treasured by managers, salespeople, and entrepreneurs everywhere.
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Chapter 1Richard Falcone Vice-President and General Manager, AT&T After Selling the Wheel, even the veterans of sales and management will better understand what they are about. Most people in business can't see the whole product life cycle, because it extends over such a long period of time. Reading this book is like going up in the space shuttle and being able to see the world in its entirety
-- the sales world, that is. You'll be able to look down and say, "That's my kind of country; that's where I'm going to succeed."
Michael F. Snyder President, ADT Security Services, Inc. Selling the Wheel is one of the best books on sales and marketing that I have ever read. Dozens of business books cross my desk, but this is one of the few that can truly teach the selling process. Wheel will be required reading at my company.
William J. Lovejoy Vice-President, General Motors This book is wonderful to read, and the wisdom in it is profound!
Donald A. McMullen, Jr. Vice-Chairman, First Union National Bank Everyone in business should ask themselves the Oracle's Bedrock Questions. The ending of the book is particularly strong in the way it ties together the diverse types of salespeople and business strategies.
Tom VanHootegem Director of National Accounts, Boise Cascade Office Products Selling the Wheel is thoroughly enjoyable. I cannot say enough about how well the book describes the different styles of selling and their respective strengths and weaknesses. This book is for everyone in sales, marketing, and senior management positions. It's terrific!
Professor Noel Capon Graduate School of Business, Columbia University Selling the Wheel demonstrates the critical role of marketing and sales in securing business success and enhancing shareholder value. Perhaps even more importantly, it reinforces the point that as markets evolve, management must affirmatively address their evolution. The authors are perfectly clear: "that's the way we do things around here" is a prescription for disaster.
William C. Byham, Ph.D. President, Development Dimensions International, Inc. This is a great book for entrepreneurs, sales directors, and salespeople at every level. It's a must-read for everyone involved in building a business.
