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Bibliographic Detail
Publisher
Simon & Schuster
Publication date
April 3, 2012
Binding
CD/Spoken Word
Edition
Unabridged
Book category
Adult Non-Fiction
ISBN-13
9781442347144
ISBN-10
1442347147
Dimensions
0.75 by 5.25 by 6 in.
Weight
0.54 lbs.
Availability§
Publisher Out of Stock Indefinitely
Original list price
$39.99
Other format details
audio
Subjects
§As reported by publisher
Summaries and Reviews
Amazon.com description: Product Description: From the New York Times bestselling author of Ahead of the Curve, a revelatory look at the importance and cultural role of salesâan essential human attribute that underpins business, religion, romance, and moreâand the traits that distinguish the best sales people.
Sales is the single largest function in business. Across the globe, in economies big and small, selling is the very engine of commerce and industry. In America, millions work in salesâmore than in manufacturing, marketing, or even finance. Yet, when Philip Delves Broughton was studying at Harvard Business School, he couldnât find a single course on sales. Indeed, very few schools teach this subject. The best-educated people of the business world are clueless about one of its most vital functions, and this ignorance has enormous consequences for the economy, and for all of us.
Delves Broughton draws on extensive research, intrepid reporting, and personal experience to show the essence of sales as it manifests itself from Moroccan souks to Tokyo side streets to Wall Street trading floors, and ultimately to the countless acts of selling we all engage in every day. Along the way, he uncovers fresh answers to perennial questions about the art and science of sales: why do Americans have such extreme views on the subject (from Dale Carnegie to âDeath of a Salesmanâ)? Can a great salesman be made, or he is born? Does a salesman have to believe in his product? Is selling ever ethical? Does it have to be? What exactly makes a great salesman, and can it be quantified?
This isnât another work about shortcuts, tips, or tricks, though it does offer a wealth of useful information on how the best salespeople make their craft an art. Itâs a uniquely evidence-based investigation of the workings of a fascinating and undervalued endeavor.
Sales is the single largest function in business. Across the globe, in economies big and small, selling is the very engine of commerce and industry. In America, millions work in salesâmore than in manufacturing, marketing, or even finance. Yet, when Philip Delves Broughton was studying at Harvard Business School, he couldnât find a single course on sales. Indeed, very few schools teach this subject. The best-educated people of the business world are clueless about one of its most vital functions, and this ignorance has enormous consequences for the economy, and for all of us.
Delves Broughton draws on extensive research, intrepid reporting, and personal experience to show the essence of sales as it manifests itself from Moroccan souks to Tokyo side streets to Wall Street trading floors, and ultimately to the countless acts of selling we all engage in every day. Along the way, he uncovers fresh answers to perennial questions about the art and science of sales: why do Americans have such extreme views on the subject (from Dale Carnegie to âDeath of a Salesmanâ)? Can a great salesman be made, or he is born? Does a salesman have to believe in his product? Is selling ever ethical? Does it have to be? What exactly makes a great salesman, and can it be quantified?
This isnât another work about shortcuts, tips, or tricks, though it does offer a wealth of useful information on how the best salespeople make their craft an art. Itâs a uniquely evidence-based investigation of the workings of a fascinating and undervalued endeavor.
Editions
Hardcover
from Penguin Pr (April 12, 2012)
9781594203329 | details & prices | 291 pages | 6.50 × 9.50 × 1.25 in. | 1.20 lbs | List price $27.95
Paperback
Reprint edition from Penguin USA (March 26, 2013)
9780143122760 | details & prices | 291 pages | 5.50 × 8.50 × 0.75 in. | 0.56 lbs | List price $17.00
CD/Spoken Word
The price comparison is for this edition
Unabridged edition from Simon & Schuster (April 3, 2012)
9781442347144 | details & prices | 5.25 × 6.00 × 0.75 in. | 0.54 lbs | List price $39.99
About: From the New York Times bestselling author of Ahead of the Curve, a revelatory look at the importance and cultural role of salesâan essential human attribute that underpins business, religion, romance, and moreâand the traits that distinguish the best sales people.
About: From the New York Times bestselling author of Ahead of the Curve, a revelatory look at the importance and cultural role of salesâan essential human attribute that underpins business, religion, romance, and moreâand the traits that distinguish the best sales people.
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