Selling The Wheel: Choosing The Best Way To Sell For You Your Company Your Customers

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Touchstone, Jan 3, 2001 - Business & Economics - 256 pages
10 Reviews
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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Review: Selling The Wheel: Choosing The Best Way To Sell For You Your Company Your Customers

User Review  - Anuj - Goodreads

Must read for the product companies struggling with sales Read full review

Review: Selling The Wheel: Choosing The Best Way To Sell For You Your Company Your Customers

User Review  - Jeanne Ruczhak-Eckman - Goodreads

Jeff Cox does a great job explaining the different types and personalities of salespersons and their affect on a business. Anyone in business should read this. Good for salespeople too but slanted more to benefit management/ownership in my opinion. Read full review

Contents

Section 1
9
Section 2
15
Section 3
21
Copyright

23 other sections not shown

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About the author (2001)

Jeff Cox is the co-author or author of seven works of business fiction, which include The Goal, Zapp, The Quadrant Solution, Heroz, The Venture, Selling the Wheel and The Cure. Both Zapp and The Goal ranked first and second, respectively, on a list of bestselling business books from the 1990s. Jeff and his family live near Pittsburgh, PA.

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