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005			20230207145610.0
008			230207b ||||| |||| 00| 0 eng d
020			_a9780684856018
082			_a813.54 _bCOX
100			_aCox, Jeff _911788
245			_aSelling the wheel: _bchoosing the best way to sell for you, your company, and your customers
260			_bTouchstone Book _aNew York _c2000
300			_a255 p.
365			_aUSD _b16.99
520			_aJeff 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.
650			_aSelling _92110
700			_aStevens, Howard _911789
942			_2ddc _cBK