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Cover for 9780932648259 Cover for 9780444865168 Cover for 9780133632262 Cover for 9780387153490 Cover for 9780071215190 Cover for 9780072315509 Cover for 9780072426168 Cover for 9780072549287 Cover for 9780072866803 Cover for 9780073136905 Cover for 9780073229409 Cover for 9780073381084 Cover for 9780075619444 Cover for 9780256103540 Cover for 9780256136753 Cover for 9780256228267 Cover for 9780273602958 Cover for 9780273642107 Cover for 9780273674153 Cover for 9780273695790 Cover for 9781292078007 Cover for 9781557388179 Cover for 9780256143843 Cover for 9780263153231 Cover for 9780373805969 Cover for 9780060984298 Cover for 9780071343367 Cover for 9780070580985 Cover for 9780140868951 Cover for 9780130647467 Cover for 9780471061809 Cover for 9780471229742 Cover for 9780471218807 Cover for 9780471323402 Cover for 9780743244329 Cover for 9780743244688 Cover for 9780471289135 Cover for 9780471478690 Cover for 9780471430926 Cover for 9780070580985 Cover for 9781478903291 Cover for 9780072834611 Cover for 9780073381121 Cover for 9780073529998 Cover for 9780071408790 Cover for 9780072930221 Cover for 9780073404844 Cover for 9780078028939 Cover for 9780256103540 Cover for 9781901502237
Product Description: Book by Hocart, A. M.

Paperback:

9780226345680 | Univ of Chicago Pr, February 1, 1972, cover price $3.95 | also contains The ABC of Sales: Lessons from a Superstar | About this edition: Book by Hocart, A.

cover image for 9780932648259
Product Description: Selling. Business. Finance. Secrets of Selling. Success. Motivation.

Hardcover:

9780932648259 | Boardroom Classics, June 1, 1982, cover price $50.00 | About this edition: Selling.

cover image for 9780073381084
Using real people, real stories, real examples, and real situations, Selling: Building Partnerships, 6/e, delivers an exciting new approach that will help your students develop the partnerships that will promote success in their careers and in their lives. Selling presents selling theories and skills and gives students plenty of opportunity to apply them, showing how salespeople operate in real-life selling situations. This gives students a solid foundation for the more specific sales training they receive on the job..

Hardcover:

9780073136905 | 6 edition (Irwin Professional Pub, November 25, 2005), cover price $181.10
9780073229409 | 6 pck edition (Irwin Professional Pub, November 25, 2005), cover price $208.75 | About this edition: Using real people, real stories, real examples, and real situations, Selling: Building Partnerships, 6/e, delivers an exciting new approach that will help your students develop the partnerships that will promote success in their careers and in their lives.
9780071215190 | 5th edition (Irwin Professional Pub, June 1, 2004), cover price $6.26 | About this edition: Using real people, real stories, real examples, and real situations, Selling: Building Partnerships, 6/e, delivers an exciting new approach that will help your students develop the partnerships that will promote success in their careers and in their lives.
9780072866803 | 5 har/cdr edition (Irwin Professional Pub, June 1, 2003), cover price $173.60 | About this edition: Selling: Building Partnerships, 5/e, by Weitz, Castleberry, and Tanner is the first text to integrate the partnerships/relationship theme in the selling course.
9780072549287 | 5th edition (McGraw-Hill, February 1, 2003), cover price $55.01 | also contains Dreamboy Calendar 2005
8 other edition(s) in this binding (see all)

Paperback:

9781428804630 | 4th edition (Academic Internet Pub Inc, October 31, 2006), cover price $29.95

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A classic text providing thorough and sophisticated treatment of selling and sales management, with an emphasis on the international market.

Paperback:

9780273695790 | 7 edition (Prentice Hall, June 1, 2006), cover price $125.33
9780273674153, titled "Selling & Sales Management" | 6 ill edition (Financial Times Management, June 1, 2003), cover price $87.50
9780273642107 | 5 sub edition (Financial Times Management, November 1, 2000), cover price $69.50 | About this edition: A classic text providing thorough and sophisticated treatment of selling and sales management, with an emphasis on the international market.
9780273625926, titled "Selling & Sales Management" | 4th edition (Financial Times Management, June 1, 1997), cover price $57.50 | also contains Rna and Cancer
9780273602958 | 3rd edition (Financial Times Management, April 1, 1994), cover price $48.50 | also contains Wilfred, Wilfred
1 other edition(s) in this binding (see all)

cover image for 9780256143843
Product Description: This text supports the belief that the customers are the final judge of the quality of goods and services. It stresses the importance of strong relationship building among sales people and their customers and integrates discussion of ethics throughout the text. (view table of contents, read Amazon.com's description)

Paperback:

9780256143843 | Richard d Irwin, February 1, 1996, cover price $79.55 | About this edition: This text supports the belief that the customers are the final judge of the quality of goods and services.

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Hardcover:

9780263153231 | Large print edition (Thorndike Pr, January 1, 1998), cover price $20.95 | also contains The Challenger Sale: Taking Control of the Customer Conversation

Paperback:

9780373805969, titled "A Typical Male" | Harlequin Books, December 1, 2003, cover price $4.25

Paperback:

9780071343367 | McGraw-Hill, May 1, 1999, cover price $25.00
9780060984298, titled "Aimee and Jaguar: A Love Story, Berlin 1943" | Harpercollins, March 1, 1998, cover price $12.00 | also contains Aimee and Jaguar: A Love Story, Berlin 1943

cover image for 9780070580985
Product Description: Cisco owns the largest share of the router market, and this reference guide gives network adminstrators and engineers over 200 troubleshooting tips and defines, analyzes and describes more than 500 possible configurations. (view table of contents, read Amazon.com's description)

Hardcover:

9780070580985 | McGraw-Hill, August 1, 1999, cover price $70.00 | also contains Hug Your Customers: The Proven Way to Personalize Sales and Achieve Astounding Results | About this edition: Cisco owns the largest share of the router market, and this reference guide gives network adminstrators and engineers over 200 troubleshooting tips and defines, analyzes and describes more than 500 possible configurations.

cover image for 9780130647467
Product Description: This book is written as both a text and a reference book. It contains numerous images from the biological sciences and clinical practice, tables, graphs, and fig­ ures, as well as exercises that are worked out to aid the reader in understanding principles or solving problems...read more

Hardcover:

9780130647467 | Prentice Hall, April 1, 2002, cover price $98.67 | also contains Jeffrey Gitomer's Little Platinum Book of Cha-ching: 32.5 Strategies to Ring Your Own (Cash) Register in Business and Personal Success | About this edition: This book is written as both a text and a reference book.

Hardcover:

9780471061809 | John Wiley & Sons Inc, May 6, 2002, cover price $40.00

Miscellaneous:

9780471229742 | John Wiley & Sons Inc, October 16, 2002, cover price $29.95

cover image for 9780471323402
The financial services industry is constantly changing and you need to respond Change is a constant in the financial services industry (FSI). The question is, "What should you do to survive?" Whether you work in or sell to the industry, you'll benefit from the in-depth insight, professional knowledge, and practical tools found in J.K. Lasser Pro Survival Skills in Financial Services. Advanced Praise for J.K. Lasser Pro Survival Skills in Financial Services "The challenges of surviving and succeeding in the financial services industry have never been greater...J.K. Lasser Pro Survival Skills in Financial Services provides a practical guide to dealing with the tough realities of change. The result is an enjoyable, down-to-earth, and interactive resource that provides the knowledge, skills, and human understanding to deal with the forces of change." -Keith T. Darcy, Executive Vice President, IBJ Whitehall Bank & Trust Company "This book will help my staff work through the most difficult transition in the financial services industry...Julian speaks in a nontechnical, light-handed style to every member of my staff...He draws on his relationships with some of our industry's most important leaders to reinforce his logical and practical views on how to get through the day, the year, and the decades ahead. His book is crisp, easy reading from cover to cover. But his section titled 'Survival Skills Greatest Hits' must be committed to memory. It will be the core of my survival strategy for the rest of my career. I can't wait to put this book in the hands of my whole staff." -John Adams Vaccaro, CFP, CLU, President, Westport Resources Investment Services, Inc. Don't get left behind in the whirlwind of change impacting the financial services industry. Pick up J.K. Lasser Pro Survival Skills in Financial Services and take control of your professional life within this dynamic and challenging business environment. (view table of contents)

Hardcover:

9780471218807 | John Wiley & Sons Inc, June 6, 2002, cover price $49.95 | About this edition: The financial services industry is constantly changing and you need to respond Change is a constant in the financial services industry (FSI).

Miscellaneous:

9780471323402 | John Wiley & Sons Inc, October 29, 2002, cover price $49.95

cover image for 9780743244688
The two crucial questions most often asked by salespeople are: "How can I close more sales?" and "What can I do to reduce objections?" The answer to both questions is the same: You learn to sell from a buyer's point of view. Global markets, increased technology, information overload, corporate mergers, and complex products and services have combined to make the buying/selling process more complicated than ever. Salespeople must understand and balance these factors to survive amidst a broad spectrum of competition. Moreover, a lot of what the typical old-time salesperson did is now done by e-commerce. The new sales professional has to capture and maintain customers by taking a consultative approach and learning to unearth the four pieces of information critical to buyers, none of which e-commerce alone can yield. The Sales Advantage will enable any salesperson to develop long-term customer relationships and help make those customers more successful -- a key competitive advantage. This audiobook includes specific advice for each stage of the eleven-stage selling process, such as: How to find prospects from both existing and new accounts How to determine customers' needs, such as their primary interest (what they want), buying criteria (requirements of the sale), and dominant buying motive (why they want it) How to sell beyong questions of price The Sales Advantage is a proven, logical, step-by-step guide from the most recognized name in sales training. It will create mutually beneficial results for salespeople and customers alike.

Paperback:

9780743244688 | Free Pr, March 16, 2013, cover price $19.99
9780743244329 | Simon & Schuster, January 1, 2003, cover price $15.00 | About this edition: The two crucial questions most often asked by salespeople are: "How can I close more sales?

cover image for 9780471478690
A sales parable designed to build reputable skills presents the story of a beginning salesperson who masters twenty-four core competencies in the areas of problem solving, closing a deal, and finding new prospects. (view table of contents)

Hardcover:

9780471289135 | John Wiley & Sons Inc, December 1, 2002, cover price $36.95 | About this edition: A sales parable designed to build reputable skills presents the story of a beginning salesperson who masters twenty-four core competencies in the areas of problem solving, closing a deal, and finding new prospects.

Paperback:

9780471478690 | John Wiley & Sons Inc, January 19, 2004, cover price $26.50

Miscellaneous:

9780471430926 | John Wiley & Sons Inc, January 17, 2003, cover price $21.95 | About this edition: A sales parable by two top trainers offers guidelines on how to build reputable sales skills while achieving record sales, presenting the story of a beginning salesperson who masters twenty-four core competencies in the areas of problem solving, closing a deal, and finding new prospects.

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Product Description: Revised and updated for the first time- here is the 200,000-copy staple, praised by Warren Buffett as "a gem.... I wish everyone at Berkshire would follow [Jack Mitchell's] advice-we would own the world." If you want to put your arms around your business and bottom line, you'll want all the updated information and practices found in Jack Mitchell's classic landmark business bestseller, HUG YOUR CUSTOMERS...read more

Hardcover:

9780070580985, titled "Cisco Router Handbook" | McGraw-Hill, August 1, 1999, cover price $70.00 | also contains Cisco Router Handbook | About this edition: Cisco owns the largest share of the router market, and this reference guide gives network adminstrators and engineers over 200 troubleshooting tips and defines, analyzes and describes more than 500 possible configurations.

CD/Spoken Word:

9781478903291 | Unabridged edition (Hyperion Audio, April 14, 2015), cover price $25.00 | About this edition: Revised and updated for the first time- here is the 200,000-copy staple, praised by Warren Buffett as "a gem.

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Hardcover:

9780073529998 | 12 edition (Irwin Professional Pub, December 1, 2010), cover price $299.30
9780073381121 | 11 edition (Irwin Professional Pub, October 22, 2008), cover price $254.90
9780072834611 | 8th edition (McGraw-Hill College, July 1, 2003), cover price $55.01

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Product Description: B2B sales and marketing executives have been hard-hit by increasing sales demands, plummeting budgets, and highly touted techniques that promise more than they deliver. The Fundamentals of Business-to-Business Sales & Marketing shows executives how to integrate traditional B2B selling methods with effective and proven new technologies...read more

Hardcover:

9780071408790 | McGraw-Hill, September 1, 2003, cover price $35.00 | About this edition: B2B sales and marketing executives have been hard-hit by increasing sales demands, plummeting budgets, and highly touted techniques that promise more than they deliver.

Cassette/Spoken Word:

9780070675469, titled "How to Prepare for the Sat" | McGraw-Hill/Tdm Audio, October 1, 1987, cover price $9.95 | also contains How to Prepare for the Sat

cover image for 9780078028939
No matter what career the student pursues, selling skills will always be an asset and will enhance communications skills. This inexpensive text is one the students keep after the class is over and they use it as a resource in the business world. ABC’s of Relationship Selling is written by a sales person turned teacher and so it is filled with practical tips and business-examples. ABC’s of Relationship Selling is an affordable, brief, paperback. It is perfect for a selling course where a brief book is preferred. Professors who spend considerable time on other resources and projects will appreciate the brief format. Schools that do not offer a separate selling course may find this short paperback a nice addition in a sales management course.

Paperback:

9780078028939 | 12 edition (Irwin Professional Pub, October 10, 2012), cover price $268.05
9780073404844 | 11 edition (Irwin Professional Pub, January 19, 2010), cover price $213.00
9780072930221 | 8th (with CD) edition (McGraw-Hill College, May 1, 2004), cover price $95.85 | About this edition: No matter what career the student pursues, selling skills will always be an asset and will enhance communications skills.

cover image for 9781901502237
By Brian D. Bone (editor)

Hardcover:

9780256103540, titled "Selling: Building Partnerships" | Richard d Irwin, January 1, 1992, cover price $59.95 | also contains Selling: Building Partnerships

Paperback:

9781901502237 | Intl Assn of Hydrological, June 1, 2005, cover price $76.00

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