Success secrets of sales superstars
Subtitle: the moves and mayhem behind selling your way to the top as told by 34 industry leaders
By: by Barry Farber and Robert L. Shook
Contributors: Shook, Robert L., 1938-
Publisher: EP, Entrepreneur Press
Published: 2013
Place of publication: Irvine
Language: eng
Number of pages: 264
ISBN-13: 9781599185149
Subjects: Sales management; Interviews; Selling; Customer relations; Sales personnel
Table of contents: title: Introduction; title: Turning dreams into realities / by Martin Shafiroff, America's Number One Financial Advisor; title: The Treaty of Toronto / by Bob LaMonte, Sports Agent; title: Your reputation is your most valuable asset / by David L. Steward, Founder and Chairman, World Wide Technology; title: The man who represents dead celebrities / by Mark Roesler, CEO-CMG Worldwide; title: When selling abroad, be sure to understand the culture / by L. Kevin Kelly, CEO-Heidrick & Struggles; title: The biggest sale that almost didn't happen / by Dave Liniger-Founder, CEO, RE/MAX; title: Be ready when the playing field shifts / by Deborah Dunsire, MD, President & CEO-Millennium Pharmaceuticals Inc.; title: A captive audience / by Alan Levy, Founder, CEO-Cinchcast, Inc.; title: The method is in the math / by Gary T. Fazio, CEO-Simmons Bedding Company; title: Persistency pays off / by Craig R. Smith, Chairman-Swiss America Trading Corporation; title: The power of transparency / by Phillip R. Styrlund, CEO -The Summit Group; title: Letting the customer know he's important to you / by Richard Santulli -Chairman of the Board-Milestone Aviation Group; title: God's gift to women / by Barbara Sunden, Number 1 National Sales Director, Mary Kay, Inc; title: Selling what the end user wants / by Neil Friedman- President, Toys R Us; title: Being a good listener / by Kirwan Elmers, Co-Founder, Custom Coach Corporation; title: Doing good is good for business / by Rob Groeschen, Founder, CEO-Resource One and InRETURN; title: Knowledge : there is no substitute for it! / by Jeffrey S. Schottenstein, Merrill Lynch Managing Director, Investments; Private Wealth Advisor; title: Selling homes to the rich and famous / by Joyce Rey-America's Legendary Residential Real Estate Salesperson; title: A matter of trust / by Douglas Vlchek, Chief Wisdom Officer Emeritus/Senior Vice President-DaVita, Inc; title: A magical moment / by Joe Bourdow, Former President-Valpak Direct Marketing Services Inc; title: A breakthrough sale / by Stephen Rauch, President & CEO-ADB Airfield Solutions; title: Selling the dream / by Vincent L. Morvillo, Jr. Owner-Sea Lake Yachts Sales; title: Knowing your customer's passion / by Catherine L. Hughes, Founder, Chairperson of the Board-Radio One, Inc; title: Little things make a big difference / by Jack Mitchell, CEO -The Mitchell Family of Stores; title: Resourcefulness / by Jeff Herman, President-The Jeff Herman Literary Agency LLC; title: Even a CEO has to sell himself / by Thomas L. Millner, President and CEO of Cabela's Incorporated; title: The million-dollar offer / by Stephen Michella, Vice President Eggland's Best; title: The price of happiness / by Janis Spindel, Founder, CEO-Janis Spindel Serious Matchmaking, Inc; title: The sale that saved the world's biggest-selling drug / by Roger Newton-Co-Discover of Lipitor; title: Be flexible / by Hal Becker, Sales/Customer Service Consultant; title: Building a strong company culture / by Shau-wai Lam, CEO, Chairman of the Board, DCH Auto Group; title: It takes a team / by Carl Farrell, Executive Vice President, SAS; title: Feeding a big ego / by Barry Farber; title: How to avoid "the slow no" / by Robert L. Shook.