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  1. This book focuses upon the role of the sales force in today's changing world and how to design a sales force for strategic advantage. It includes sections on how to assess the current sales force design and how to implement change and covers customer segmentation, market strategy, structuring and sizing, alignment, metrics and managing change.

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  2. Four kids and their sidekick, Petey the parrot, run a sometimes thriving lemonade stand whose patrons include all kinds of wacky neighbors--even a juggler. They create a bar graph to track the rise and fall of their lemonade sales. Illustrator Tricia Tusa has imbued the story with her delightful sense of humor and has made understanding bar graphs a breeze.

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  3. A TOC Business Novel. The Cash Machine gives a real life method to simultaneously evaluate thousands of prospects, creat customers and complete sales. This process called the Theory of Constraints develops a critical chain for sales that can be applied to any organization.

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  4. Prospecting - findingand qualifying prospective clients - is the first step in theselling proposition. It can also be the most daunting. The first bighurdle is knowing where to look for opportunities and recognizing themwhen they present themselves. Then there’s the fear of rejection thatmakes it so hard to approach strangers and talk to them persuasivelyabout the product or service you represent. The good salespersonrecognizes these challenges and finds ways to cope with them. The greatsalesperson, according to sales legend Tom Hopkins, turns them to heradvantage and uses them to supercharge her selling and sell, sell,sell.Whether you’re a newcomer to sales or a seasoned pro, SalesProspecting For Dummies is your survival guide for generating newleads. Tom Hopkins helps you gain a solid perspective on whatprospecting is and shares simple, yet powerful ways to build aprosperous selling career by meeting and getting to know the rightpeople. You’ll find out how to:- Build an appealing image- Polish your phone skills- Tap business contacts for leads- Prospect your customer list- Use the power of the Internet- Get the biggest bang for your advertising buckHere’s a gold mine of tried-and-true techniques and strategies forfinding and keeping clients from America’s number one sales trainer.You’ll discover how to set your goals, plan your time, and multiplyyour leads by:- Obtaining valuable free information from newspapers, magazinesand specialized journals, radio and television, the Internet, and more- Developing a network of friends and associates; and mining it forall it’s worth- Speaking so others will listen and maximizing every meeting withevery person- Techniques for getting satisfied customers to become an endlesssource of new referrals- Building your image to the point where prospects seek you out- Handling failure and rejection, keeping a positive attitude, andstaying motivatedA concise, yet comprehensive guide to getting and maintaining asalesperson’s most

    $25.95
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  5. In this highly acclaimed, provocative book, Robert Kuttner disputes the laissez-faire direction of both economic theory and practice that has been gaining in prominence since the mid-1970s. Dissenting voices, Kuttner argues, have been drowned out by a stream of circular arguments and complex mathematical models that ignore real-world conditions and disregard values that can't easily be turned into commodities. With its brilliant explanation of how some sectors of the economy require a blend of market, regulation, and social outlay, and a new preface addressing the current global economic crisis, Kuttner's study will play an important role in policy-making for the twenty-first century."The best survey of the limits of free markets that we have. . . . A much needed plea for pragmatism: Take from free markets what is good and do not hesitate to recognize what is bad."—Jeff Madrick, "Los Angeles Times""It ought to be compulsory reading for all politicians—fortunately for them and us, it is an elegant read."—"The Economist""Demonstrating an impressive mastery of a vast range of material, Mr. Kuttner lays out the case for the market's insufficiency in field after field: employment, medicine, banking, securities, telecommunications, electric power."—Nicholas Lemann, "New York Times Book Review""A powerful empirical broadside. One by one, he lays on cases where governments have outdone markets, or at least performed well."—Michael Hirsh, "Newsweek""To understand the economic policy debates that will take place in the next few years, you can't do better than to read this book."—Suzanne Garment, "Washington Post Book World"

    $70.56
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  6. Direct selling is booming. It's no surprise when you consider the benefits of launching a direct selling business-low start-up costs, strong earning potential, and a flexible work schedule. Currently an estimated 15.6 million people are involved in direct selling in the U.S. alone-and more than 100 million worldwide. Mary Christensen has empowered and equipped thousands of direct sellers to succeed, and in her newest book, Be a Direct Selling Superstar, she delivers an all-encompassing guide to building, leading, and managing a profitable direct sales organization. Readers will learn how to: * Set goals * Eliminate self-sabotaging behaviors * Market their products and business opportunity effectively * Communicate persuasively * Build a committed network of sellers * Be an influential leader * Create a clear roadmap for others to follow * Inspire and lead a wide range of personalities * Maintain work-life balance * Manage their time and their money wisely For corporate refugees, ambitious entrepreneurs, mompreneurs, and anyone else looking for a new source of income-this inspiring master plan explains step by step how to achieve long-term success in direct selling.

    $28.99
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  7. Up for Sale tackles human trafficking and modern slavery around the world, from forced labor to sexual exploitation. It offersheart-wrenching personal accounts from survivors and information about the global fight against human trafficking.

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  8. The Right Phrase forEvery Sales Situation A powerful command of words is the number one requirement for succeeding in the field of sales. Whether you're cold-calling a prospect, presenting to a group of decision makers, or dealing with price objection, the make-or-break point of every transaction lies in sayingthe right thing to the right person at the right time. The CompleteBook of Perfect Phrases for High-Performing Sales Professionals isthe ultimate field guide for speaking and writing your way to salessuccess. You'll find perfect phrases for: Lead Generation Turn cold calls into profitable relationships Expand your customer base Write engaging letters and e-mails Sales Calls Get access to decision makers Present your product in compelling language Resist objections and stalling tactics Customer Service Develop a rapport with every client Handle the most difficult of customers Close every conversation on a positive note

    $42.76
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  9. BOOST YOUR SALES BY 25 TO 35 PERCENT Let one of America's most respected sales educators teach you how to close virtually every sale. With his most valuable professional secrets gathered from all over the world, James W. Pickens gives you all the tools you need to win over your prospects and send your sales figures soaring. Discover: More than 100 tips, including how to close people in specific professions, bond with customers, connect them to your product, and use body language to make your case65 "home run" one-liners—quick closing statements to drive your pitch home13 seal-the-deal closes—powerful arguments that work their magic in a minute, elicit your client's true objections to the sale, and persuade him or her to buy your product or serviceThe single, most powerful close of all that can convince almost any customer to sign on the dotted line. Increase your knowledge of human behavior, sharpen your skills, and in no time at all, become that master salesperson who is... THE ONE MINUTE CLOSER

    $18.49
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  10. Excel at predicting sales and forecasting trends using Microsoft Excel! If you're a sales or marketing professional, you know that forecasting sales is one of the biggest challenges you face on the job. Unlike other books on the subject, Excel Sales Forecasting For Dummies, 2nd Edition leaves arcane business school terms and complex algebraic equations at the door, focusing instead on what you can do right now to utilize the world's most popular spreadsheet program to produce forecasts you can rely on. Loaded with confidence boosters for anyone who succumbs to sweaty palms when sales predictions are mentioned, this trusted guide show you how to use the many tools Excel provides to arrange your past data, set up lists and pivot tables, use moving averages, and so much more. Before you know it, you'll become a forecaster par excellence?even if numbers aren't your jam. Choose the right forecasting method Find relationships in your data Predict seasonal sales Filter lists or turn them into charts Consider this guide your crystal ball?and start predicting the future with confidence and ease!

    $38.49
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  11. Shelby is convinced her reliable but ugly pony, Blue, is holding her back at Pony Club. If only she had a beautiful horse, everyone would see what a great rider she is. But how can Shelby buy a new horse when her parents can't even afford to pay her Pony Club fees? When she sees an ad for an eye-catching brown pony for sale or swap, Shelby thinks she's found the answer to all her problems. Maxshine Celtic Copper - otherwise known as Brat - seems perfect. But swapping a pony who's your best friend for a highly strung horse whose beautiful brown coat washes out with shampoo, turns out to be a really bad idea. The race is on for Shelby and her friends to catch a horse thief, find her beloved Blue and return Brat to her rightful owners.

    $21.49
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  12. To the world he is Sri Ramakrishna - godly avatar, esteemed spiritual master, beloved guru. To Rani Rashmoni, he is the Brahmin fated to defy tradition. But to Hriday, his nephew and long-time caretaker, he is just Uncle - maddening, bewildering Uncle, prone to entering trances at the most inconvenient of times, known to form dangerous acts of self-effacement, who must be vigilantly safeguarded not only against jealous enemies but also against that most treasured yet insidious of sulphur-rich vegetables: the cauliflower. Rather than puzzling the shards of history and legend together, Barker shatters the mirror again and rearranges the pieces. The result is a biographical novel viewed through a kaleidoscope. "Dazzlingly inventive and brilliantly comic, irreverent and mischievous, The Cauliflower[registered] delivers us into the divine playfulness of 'one of the most exhilarating, audacious, and ...ballsy writers of her generation." (Observer).

    $28.49
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  13. Nearly 100 million Americans (one out of three) purchase goods and services over the phone each year. "Telephone Sales For Dummies" shows both new and seasoned sales reps, from realtors, insurance agents to telemarketers, how to create pre-call plans and effectively prospect via the phone. Packed with techniques, scripts, and dialogues, this hands-on, interactive guide assists readers with making cold calls, warm calls, and referral calls, helping them plan and execute openings to create interesting dialogue; ask key questions; develop persuasive presentation techniques; work within the No Call Law parameters; leave effective and enticing voicemails that get results; get past screeners and get quality referrals; find hot leads; and create callback scripts that close the sale.

    $25.99
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  14. The Book That Changed The Way America Does Business In 1987 Miller Heiman published a book that turned conventional thinking on its head and offered powerful, practical lessons that broke down the boundaries of traditional product-pitch selling. This modern edition of the classic Conceptual Selling shows why Miller Heiman has become the world's most respected name in sales development, with a client list leading the Fortune 500. And it shows why the principles of Conceptual Selling are more important today than ever before. The New Conceptual Selling Even in a world of cyber commerce, nothing beats a face-to-face meeting. And if you're one of those men and women who make their living in this highly demanding environment, this new edition of Conceptual Selling will change the way you interact with customers and clients, and the way you conduct your business career. Learn: * How to identify your customer's real needs and use listening as a powerful selling tool * How to tailor every sale you make to one specific client-and how to create a system that is consistent, flexible, and successful * How to earn and maintain your credibility-by creating a pattern of Win-Win sales * How to use Miller Heiman Personal Workshops to identify your strengths and weaknesses-and make the changes you need to make.

    $27.49
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  15. The Felines by Design series of publications will take you on an uplifting, spiritual and inspiring journey of discovery into the Cat Fancy World and beyond.With Proven Marketing Tips for the Successful Cat Breeder you will distinguish yourself from the many catteries in your breeding area. Jasmine Kinnear's guidelines are clear, practical and based on success from years of breeding pedigreed cats.Learn the techniques to separate yourself from the breeders who merely sell kittens. You will leave your competition at a loss by your newly acquired breeding and marketing skills. No matter where you are in the world sound marketing principles cannot be taken for granted when you have the desire to excel as a breeder.Become an informed breeder and discover how to:1) Save $THOUSANDS on breeding stock2) Have a productive breeding program3) Save money on advertising4) Guarantee your kittens' health5) Protect yourself from unscrupulous breeders6) Generate sales & profit with integrity and ethics7) and much, much moreAbout the Author:Jasmine Kinnear is a Feline Behavior Consultant, Cattery Management and Marketing Mentor and Registered Cat Breeder. With over 20 years of experience these truly are Confessions of a Cat Breeder.This book is Volume 1 in the Felines by Design series of books. The Felines by Design concept was born in Jasmine's cattery where she was systematically able to match feline personalities with those of her buyers. For the first time ever, Jasmine is sharing these Felines by Design principles. These principles will assist all buyers and breeders to ensure that the right kitten or adult cat is placed within the best possible loving home to benefit both the feline and their owner. The Felines by Design series of books is sure to become a valued resource in your library, to be consulted and relied upon whether you are a cat breeder or owner.

    $31.49
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  16. If there were a single great "secret" to being an elite sales professional, surely one of the millions of attendees of Brian Tracy's sales seminars would have spilled the beans by now. There isn't a secret. But there is a set of consistently successful selling techniques that most companies don't teach their salespeople, and which most entrepreneurs and independent sales pros think they don't have time to learn. Based on more than 40 years of selling experience-in virtually all product categories and market conditions, Unlimited Sales Success shows that these proven sales skills are learnable-by anyone. Highlighting practical, time-tested principles including: * The psychology of selling: your own mindset is just as important as your customer's * Personal sales planning and time management: whether you work for yourself or someone else, great planning equals great success * Prospecting power: get more and better appointments * Consultative and relationship selling: position yourself as a partner with the account * Identifying needs accurately: you'll know how to arouse their interest and overcome objections * Influencing customer behavior: learn what triggers quick buying decisions * Closing the sale: the five best methods ever discovered * And more Unlimited Sales Success is loaded with eye-opening facts and exercises, peppered with stories of great selling techniques in action, and organized into a use-it-now approach that will help you become a top sales professional-starting today.

    $36.49
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  17. Punishment for Sale is the definitive modern history of private prisons, told through social, economic and political frames. The authors explore the origin of the ideas of modern privatization, the establishment of private prisons, and the efforts to keep expanding in the face of problems and bad publicity. The book provides a balanced telling of the story of private prisons and the resistance they engendered within the context of criminology, and it is intended for supplemental use in undergraduate and graduate courses in criminology, social problems, and race & ethnicity.

    $66.49
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  18. ""Oh Lord, won't you buy me a Mercedes Benz?""—Janis JoplinA journalist's intrepid endeavor to sell his used car abroad results in a high-spirited and revealing look at West Africa.""Look, there's my car," I say, pointing at my Mercedes in the parking lot."Where?" a fellow desert traveler asks."There, that Mercedes," I say.He looks at me, questioning. "You want to drive that through the Sahara?""Jeroen van Bergeijk came up with what seemed like a great scheme for making a quick profit: buy a clunker of a car in his native Amsterdam and resell it in the Third World, where a market even for jalopies still thrives. His chariot of choice is a rusted-out 1988 Mercedes 190D with 220,000 kilometers on its odometer; his route will take him from Holland through Morocco, across the Sahara, and into some of the least trodden parts of Africa."My Mercedes Is Not for Sale "is a rollicking tale of an innocent abroad. The author finds himself facing a driving challenge akin to the Dakar Rally but encounters obstacles never dreamed of by race-car drivers: active minefields, occasional banditry—mostly by the border guards—and a teenage, chain-smoking desert guide with a fondness for Tupac lyrics. Food and water are scarce, sandstorms are frequent, and all he has to patch up his many car breakdowns thousands of miles from civilization is a bar of soap, some duct tape, and a pair of women's nylons. Then there's the coup he survived."My Mercedes Is Not for Sale" captures more than the adventure—it vividly portrays the impact of globalization on Africa through a surprise-filled journey into its thriving car culture, while asking the question: is the white man's burden really a used car?

    $24.99
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  19. Hold the line on price in every transaction-from the leading expert on Value-Added Selling! These days it seems like we're always in a buyer's market. But even at a time when the word value is usedinterchangeably with cheap and the Internet is a bargain hunter's paradise, there are ways for sales professionalsto regain the upper hand. In Crush Price Objections, Tom Reilly, bestselling author of Value-AddedSelling, teaches field-tested tactics for engaging price shoppers and holding the line on declining profits. Itprovides tips and tactics for: Developing a price-objection counterattack before you meet with buyers Using questions and compelling presentations to move theconversation away from the subject of price Destroying price objections if they surface Understanding why and when to raise your prices Creating winning bids-on paper and online Crush Price Objections offers you the tactical support you need to focus specifically on price resistance inorder to attain maximum profit in the most challenging circumstances. Let Tom Reilly show you how to stophaggling-and start closing!

    $28.49
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