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Selling the Wheel: The Story of the World-Class Salespeople
by: Jeff Cox
0671046489 / 9780671046484

Book Description:
Selling the Wheel is a fascinating story about sales and marketing written in the form of the ancient parable: Once upon a time, long ago, a resourceful fellow named Max came up with a brilliant idea and invented the Wheel. But human beings, who had been getting along without the Wheel for thousands of years, did not instantly appreciate their need for this clever invention... In this irresistible tale, Max and his wife, Minnie take the ultimate sales challenge and learn what it takes to market the Wheel. With the help of Ozzie the Oracle, they discover four essential selling styles -- Closer, Wizard, Relationship Builder, and Captain & Crew -- and come to understand how each style is suited to a different type of salesperson. They learn that as markets evolve, selling styles and strategies must change. As dramatized by Jeff Cox, Selling the Wheel is based on the pioneering research of Howard Stevens' employment-testing and customer-research firm, the H. R. Chally Group. This indispensable guide to sales styles, strategies, and markets is an important tool for salespeople, entrepreneurs, marketing managers and business students who want to evaluate their skills, fortify their strengths, and rise above their weaknesses.

Selling the Wheel: The Story of the World-Class Salespeople

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