Book Description
Mr. Shmooze: The Art and Science of Selling Through Relationships presents a composite character of the most successful and gregarious salespeople in America. This character, Mr. Shmooze, demonstrates how to turbocharge sales results by maximizing relationship-selling strategies.
Customer Reviews:
Must read.......2007-09-17
Very enlightening and informative. It is very quick reading for those who don't have a lot of time. I believe if you were to put some of these ideas into place, it would pay dividends.
easy read with a great message.......2006-06-26
While I probably would have been embarrassed to walk up to a cashier at a book store with this title, I had no problem ordering it through the mail. I am not crazy about the name "Mr Schmooze", but I do think the book has a great message.
The message is to give to others. Do things for others. Be nice to others. Surprise people by letting them know you are thinking about them even when you are not around them. Its a pretty simple message that most of us have forgotten.
In the short book, Mr Schmooze teaches a college intern about interacting with others. He is constantly looking for ways to give to others and make them feel special. It works out well for him in the book, and I am sure it would work out well in real life.
I started thinking about it and I realized that I know only a few people in my life that are always trying to help others. Thats kinda sad, because I really know a lot of people. I guess its time to start expanding my circle of friends.
Overall its a good book. Not very thick, but with a powerful message. It took me a couple of hours to get through it. Thats good, because it will be easy to reread every so often so I don't forget the message.
Read it! Re-read it! .......2006-04-08
This book is one of those rare finds that can truly light the fire! The ideas are presented in a fun, easy and quick read. I find myself generating even more ideas because, like a "yes pattern," reading Mr. Shmooze puts my mind in a "creativity pattern" that encourages me to keep taking my thinking to the next level.
I read it every time I need a little motivation, or each time I am searching for a solution and need to think outside the box.
You don't have to be in a sales role to benefit from this book. Everyday, we all need to sell ourselves and our ideas to our Supervisors, Co-workers, clients, customers and even our families. Mr. Shmooze can help.
Reading This Book Is Now On My List Of Life-Changing Events.......2005-10-12
Wow. Buy this book, no matter who you are or how you make your living. I actually complained to the cashier at the bookstore about the price of this book, but now I realize this book is worth it's price x $1,000 and surely more, over time. A quarter of the way through the book I felt my perspective on all of my current relationships start to change dramatically, and while I was reading the book, I had to take down notes of all the new ideas I was getting about how to relate to my friends, family and acquaintances. Less than 24 hours after finishing the book, I am relating to people in a very different way, and noticing how much more warm they are toward me in return. Talk about results. Buy this book.
A Classic in the Making!.......2004-11-23
Richard Abraham has written a parable on "selling through relationships" that will be treasured by anyone in sales fortunate enough to come across this book.
An easy and compelling read, the reader gets to learn from the book's hero right alongside Robert, the young protégé, actually a college student doing a Summer internship. While a composite of several selling stars, the main character was inspired by the author's good friend, an extremely successful Atlanta businessman, Brett Hunsaker.
The protagonist, "Mr. Shmooze", a business and marketing consultant, has built a huge business by giving of himself to others, always desiring to add value to the lives of those he touches. (Quick point here: Because the term "shmooze" often has a negative connotation, another name for Mr. Shmooze may have better served this extraordinary work. He's actually not a "schmoozer", he's a caring, giving person who is always concerned with the other person and how he can add positively to the other person's life.)
He focuses on making others feel good about themselves, which is one of the key lessons any young salesperson should learn heading into the profession of sales. He continually introduces people to one another, always helping others. He's passionate about what he does and he has a lot of fun doing it, as does everyone around him.
Fortunately for the reader, as well as for Robert, he also happens to enjoy teaching others how to do the same. This, by the way, is typical of superstars in all aspects of life; they enjoy mentoring others and encouraging others to reach their potential.
Throughout this book, you'll learn many principles involved in good salesmanship and service to others. I won't take up the space to list them all here. However, the chapter on "Elevation" alone is worth ten times (actually, many, many times) the price of this book and if a sales professional learned this lesson alone and no more, they would see their production rise significantly.
This is the type of book that every company should promote throughout their entire sales force, including to their leadership and management as there are some wonderful lessons there, as well. And, like most great books, every parent should give this book to their child as a gift for them to read, re-read and internalize. This is the element of business that can make your child the most successful, but which he or she will probably never learn in school.
Sales is a very worthy profession and a sales professional should be very proud of what he or she does. Follow the teaching of the master networker in this book and you'll be both proud, and extremely productive.
Bob Burg,
author of "Endless Referrals"
Book Description
March 2003: The United States invades Iraq.
October 2006: The world finds out why.
What was really behind the U.S.-led invasion of Iraq? As George W. Bush steered the nation to war, who spoke the truth and who tried to hide it? Hubris takes us behind the scenes at the Bush White House, the CIA, the Pentagon, the State Department, and Congress to answer all the vital questions about how the Bush administration came to invade Iraq.
Filled with new revelations, Hubris is a gripping narrative of intrigue that connects the dots between George W. Bush’s expletive-laden outbursts at Saddam Hussein, the bitter battles between the CIA and the White House, the fights within the intelligence community over Saddam’s weapons of mass destruction, the startling influence of an obscure academic on top government officials, the real reason Valerie Plame was outed, and a top reporter’s ties to wily Iraqi exiles trying to start a war. Written by veteran reporters Michael Isikoff and David Corn, this is the inside story of how President Bush took the nation to war using faulty and fraudulent intelligence. It is a news-making account of conspiracy, backstabbing, bureaucratic ineptitude, journalistic malfeasance, and, especially, arrogance.
Customer Reviews:
The disastrous results of self-assuredness and deficient critical thinking.......2007-10-03
Michael Isikoff and David Cron have put together a compelling, detailed report of the faulty case for going to war with Iraq. If you want to know the story behind the various pieces of faulty intelligence that the Bush administration used to sell the war, this is the book for you.
This is a great case study for what happens when arrogant self-assuredness is married to deficient critical thinking.
It may very well have turned out that we would have eventually had to go to war with Iraq. But there was no compelling reason to do it at the time we did, and the reasons the Bush administration cited for going to war were all faulty and the information to suggest it was faulty was available all along, just ignored.
A news story rehash.......2007-09-11
Unless you haven't read the newspapers for the last 4 years or so, this book is not worth the effort. A rehash of their and others work.
Bloated book with nothing new to offer.......2007-09-06
This title presents the reader with a basic rehash of public reported on stories regarding the administrations rush to war. After reading it, there was hardly anything new, rather there was a summary of all the events that took place regarding the WMD case and the subsequent investigations.
I have to say that the book made no compelling characters stand out, nor did it make anyone, aside from perhaps Karl Rove seem the bad guy. In fact it's annoying habit of making everyone seem equally guilty serves to cut hard edge out of the book. All in all I kept on reading expecting something new to come up or some succinct revelation to appear yet in the end all we saw was a rebroadcast of old news.
Important Stuff Missing.......2007-08-22
I see this is a best-selling book by two prominent journalists. It is shocking, then, that there is no mention in the book of either the "Downing Street Memo" from July 2002 which documents the fact that Bush, at least as far back is middle of 2002 (and many contend even earlier - when the Bushies came into office in January 2001 - wanting war with Iraq), had decided to go to war with the small details like the "cause" or "justification" for the war to be left up to the spin-meisters and Karl Rove.
Neither is the Project for a New American Century (PNAC) mentioned in the book. The PNAC is the Neo-Con, war-mongering think-tank which had advocated war with Iraq as far back as 1997-98.
It is sad that the Mainstream Media and the journalistic establishment has almost completely ignored the Downing Street Memo and the Project for a New American Century in their coverage and analysis of the Iraq war and the Bush administration. An even better book in this regard is Armed Madhouse: From Baghdad to New Orleans--Sordid Secrets and Strange Tales of a White House Gone Wild
Atlas Shrugged.......2007-08-15
Whatever you think of Mike Isikoff's ultimate contentions & analysis regarding the adventures of Team Bush in the Middle East, you gotta admit the title is just killer.
Isn't it? HUBRIS. Wow. Just---wow.
No, stay with me on this: think of your worst, most hated Enemy (no silly, I admire your partisanship you Kos-Sack you, but it can't be Bush---at least not for *this* little mind-exercise).
Now imagine that Enemy getting you fired at work, sneaking into your house & introducing the sneaky snake to your wife (or the Great Oscillating Cavern of Tempation to your hubby), then killing your cat, burning your house down, & dancing up and down on the ashes.
Got that in mind? Good: now consider the word you would come up with to describe your Enemy's actions. Got that word in mind? Yes? Now: honestly, would it be 'Hubris'?
Yes? Great! Keep reading.
Isikoff has cobbled together an unsurprising critique of Bush war policy, which centers in on the primary flaw of BUSHIDO: the Bush guys, unlike the Clinton guys, did something against Saddam Hussein and Islamic terrorists. Doing something in America these days---whatever it is---is dangerous. Risky.
This isn't really a nation of big tough he-men risking it all to make the world safe for big-D Democracy anymore: it's more like a bunch of trousered knats spending lotsa time flaunting their Lance Armstrong 'livestrong' love bracelets, cycling around in their girly-girly little tightpants, and jogging.
So as you can see, in the New America(tm), the old-fashioned BUSHIDO was doomed from the start. Isikoff's book is lovingly, brutally detailed, & pretty much supports the contention that Bush should have done absolutely nothing. Maybe lobbed a cruise missile or two 'over there', but that's about it. It's also boring.
But never mind that: if you don't groove on the title, you'll really be down with the cover art. Yeah, buy it for Reservoir Dogs-esque cover art. Dig it. Quentin Tarnantino couldn't have crafted a better shot of the BUSHIDO team ambling down a stretch of Dark Territory into the next big gunfight. You can just about hear the strains of "Little Green Bag" as Condi, W., Rummy, & 'Shotgun Dick' Cheney stride down the Road to pull off that one last Job, or to face down that Bad, Bad Man.
HUBRIS! The old Greek tragic flaw that brought down great heroes, like Oedipus, or Agisthus, or Agamemnon, or Jimmy the Greek.
HUBRIS! Fortunately Curious George's case of hubris isn't quite as nasty as, say, Oedipus, whose version of the old greek disease impelled him to whack Dad, nail Mom, and gouge his eyeballs out.
HUBRIS! But it's bad, evidently, really bad, because now we're mired in the much and quicksand and blood and sludge of Iraq, and the world really hates us, a stark turnaround from the morning of 9/11, when the Nasty Cowboy hadn't invaded anybody and the world loved us all.
Why not just say what you want to say, Isikoff? Why not just call your book "Axxholes"? Why 'Hubris'? Why weaken the whiskey? Why not just come out and say what you think, guys? How about "Dumbaxxes"? Or better still, "Lying Nazi Pigs"? Or better still, "Big Ugly Poopyheads"?
Isikoff brings the same eye for detail found in his book "Uncovering Clinton", back in the day when Isikoff was famous for rooting around in Bill Clinton's underwear drawer and saving fluid samples.
Fortunately, we don't get any stained blue dresses here, but we do get the usual whack-a-Bush talking points: basically 1) the Bush administration either manufactured evidence claiming Saddam had a WMD program; 2) All the Kings Men were either too sycophantic or too incompetent to investigate such claims and 3) consequently, we now find ourselves embroiled in the GREATEST MILITARY DISASTER OF ALL TIME! Yeah.
Anyhoo, though, there are a few mysteries raised by all of this Sturm Und Drang, signifying NICHT. Among them:
1)Alright, Isikoff skirts the line of calling Bush a liar, but only barely: the whole point of "Hubris" is that the Administration knew better---so if it wasn't mendacity they were guilty of, it was close to it. So Bush lied, fine.
But if you accept that---that Bush positively *knew* there were no WMDs in Iraq, and pushed for invasion anyway---then didn't he know the later revelation that Saddam didn't have a WMD program would make him look silly, or mendacious, or both? I mean, if he's gonna lie about the WMD program to begin with, why not have a couple of trusty guys in the black helicopters plant a few nukes on the scene, after the fact?
2)If the yardstick by which our success is measured is largely temporal---that is, our troops are still *there* dangit---then why are we still in Europe, Japan, & Korea? God knows Europe is a total basket-case, Japan is cranking out manga---have you seen that stuff, especially with the tentacles?---and they have Video-gamers Anonymous in Korea, so let's bring AlL the boys home, now!
3)Isn't it a bit of a stretch to contend that Saddam was a WMD virgin, given all the NOOK-lear proms in the region he'd gone too?
I guess that's one mystery too many for me. Poor planning, sure. But Greek Tragedy? I don't think so. I'm for readability, credibility, a touch of nerdability, and truth in advertising: a wonkish analysis would have been just fine in my book.
But from its stupid title, to its mind-bendingly dull writing, to its even duller thesis, to its complete lack of strategic imagination, "Hubris" gets a big fat "F". Or better yet, in the Greek spirit, "P." For Polymachus, Python, or Prometheus, you ask?
None of the above. For "Poop".
JSG
Book Description
Philippe Bourgois's ethnographic study of social marginalization in inner-city America, won critical acclaim when it was first published in 1995. For the first time, an anthropologist had managed to gain the trust and long-term friendship of street-level drug dealers in one of the roughest ghetto neighborhoods--East Harlem. This new edition adds a prologue describing the major dynamics that have altered life on the streets of East Harlem in the seven years since the first edition. In a new epilogue Bourgois brings up to date the stories of the people--Primo, Caesat, Luis, Tony, Candy--who readers come to know in this remarkable window onto the world of the inner city drug trade. Philippe Bourgois is Professor and Chair of the Department of Anthropology, History and Social Medicine at the University of California, San Francisco. He has conducted fieldwork in Central America on ethnicity and social unrest and is the author of Ethnicity at Work: Divided Labor on a Central American Banana Plantation (Johns Hopkins University Press, 1989). He is writing a book on homeless heroin addicts in San Francisco. 1/e hb ISBN (1996) 0-521-43518-8 1/e pb ISBN (1996) 0-521-57460-9
Customer Reviews:
Good and Enlightening Read.......2007-09-19
This is a great book. Definitely disturbing but well worth the read. Bourgois does an excellent job of honestly portraying the lives of these people while still letting the reader know that he is human and sometimes has a difficult time being unbiased. Highly recommend this book.
Well Written Account of Urban Life........2007-07-24
I read this book as a junior Sociology major at Berkeley. This book makes me want to quit my day job and go back to school to explore academia again. Highly inspirational anthropological account of growing up impoverished in NY and selling crack to make ends meet. Like many people, I do not support drugs in any way as it contributes to the decline of families and communities, but I love how this book guides you through the intricacies of street (drug) life with a nice layer of dignity and integrity.
The ugly truth.......2006-11-08
This book is well written, throughly researched and extremely enlightening. It is the best ethnography i have read. Unlike some "liberals" who write about the poor (e.g. Kozol), Bourgois lived among the people he writes about, and he is not afraid to show the less flattering aspects of their personalities. Thus, there are passages that will make some people cringe, others that are frankly disturbing, but it is all part of the ugly reality of life in the ghetto. Bourgois lets the residents speak in their own voices and provides useful commentary rather than "cultural marxist" analysis as some reviewer suggested. In Search of Respect shows that simplistic explanations for the persistance of poverty ("bad choices") are unsatisfactory, but does not ignore the fact that some poor people commit stupid and also brutal acts. This is a great book for use in upper level undergraduate courses in social problems, deviance, criminology, ethnography, qualitative methods, juvenile delinquency.
"hard core" book.......2006-08-22
This book is a 5 for awakening of what was Harlem NY and for a sociological book, but a 4 because it is not something you will enjoy reading 2x. It is deep, complex, and if you are a young person reading it or someone unfamiliar with the mentallity of the oppressed being an oppressor in a unfeeling world...you may have to stop for a second and take a breath. The book is well written from a sociological and anthropological perspective and it will go from your heart and mind to the pit of your stomach, but it certainly is a wake up call to the social changes and conditions of poverty, drug use & abuse and the people sucked into that world.
example: the author goes from talking about being "white" and seen as an outsider and recieving only bits of information to being 'accepted' and listening to "primo" explain when "they" gang raped a junkie and had to pistol whip his cousins wife because she wanted to have sexual relations with him while his cousin "the don" was in jail.
It is an extrodinary book and not surprisingly has become more expensive to purchase as the years go forward.
An Amazing Ethnography.......2006-05-12
Concidering Bourgois's choice for an ethnographic site I am suprised this book is as non jugmental as it is. While some times limited in scope due to his almost complete forcus on the crack community of East Harlem, instead of venturing out and looking at this cultural groups inpact on the greater community around it, it gives a quite amazing portrayl and discusssion of drug culture in the neighborhood. The insights he makes on the effect of streat culture and challenges many from poor innercity communities can have in negotiating the licit economy is worth note. In particular the chapters School Days and Going Ligit are wonderful peices of ethnographic annalysis and study. That he chose not to glorify or shugar coat the lives of those he spent five years living with adds much to the power and incite of this work.
Average customer rating:
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Principles of Home Inspection: Systems & Standards (Principles of Home Inspection)
Carson Dunlop
Manufacturer: Dearborn Home Inspection Education
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The Complete Book of Home Inspection
ASIN: 0793179351
Release Date: 2003-02-05 |
Book Description
This introductory overview of the major home systems gives students a solid foundation for beginning a career in home inspeciton. This comprehensive text gets students out into the field quickly while serving as a springboard for the 13 advanced electives in the Principles line. Systems & Standards focuses on system and component problems, their practical implications, and inspections strategies for finding them. No other single volume offers both the breadth and depth of this introduction.
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- Professor Review
- This is the book I was was supposed to write.
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Selling Electronic Media
Ed Shane
Manufacturer: Focal Press
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ASIN: 0240803272 |
Book Description
"Selling is identifying and satisfying customer needs profitably. Profitable for you, profitable for them."
Diane Sutter, President and CEO of Shooting Star Broadcasting , owner of KTAB-TV, Abilene, Texas
This is the definition of sales used throughout Ed Shane's comprehensive and timely textbook Selling Electronic Media. This new definition reflects the customer-orientation of today's marketing environment as well as the product-orientation of selling. Today's selling is a win/win proposition, a win for the seller and a win for the customer.
Using interviews with industry leaders and reports of their selling experiences, Selling Electronic Media shares insight and practical advice in the basics of selling:
· prospecting
· qualifying
· needs analysis
· presentations
· answering objections
· closing
· relationship management
Focusing on the merging and converging of electronic media and the need for branding of media at all levels, this highly readable book offers complete coverage of advertising sales for radio, television and cable, plus the new and emerging mass communication technologies, primarily those generated by the Internet.
Selling Electronic Media is enhanced with review highlights and discussion points and illustrated throughout with visuals used by media outlets to market commercials and their audience reach.
Students pursuing sales and marketing careers in electronic media and professionals wishing to reinforce their understanding of the merging and converging media environment will find what they need in the pages of this book.
Written by an expert with over 20 years of consulting experience
Comprehensive treatment of the sales process
Equally useful to students and professionals
Customer Reviews:
Professor Review.......2000-10-12
I teach Radio and Television at the University of Southern Indiana. Your book is the best sales text I have ever encountered...real world examples, tips,concepts, etc. My Senior level sales class is getting the "real story". I came to teaching after 10 + years in broadcast sales and management; it'snice to have a book I believe in.
This is the book I was was supposed to write........2000-09-16
I'm a sales consultant in Radio Broadcasting. Shane is considered a Radio Programming Guru. What's he doing writing an media SALES book? The problem I have with it is - it's just excellent. It's thorough, basic but not elementary, well-organized and well thought out. While it's supposed to be a university-level textbook, every radio and television station would be smart to have this book within arms reach of the Sales Manager. Well-documented, well-done, nicely done. Dammit!
Customer Reviews:
A book that makes you reflect about our society.... .......2007-09-24
Wine is in fashion for at least 10000 years...;
And I bet: it will be in fashion for the rest of our time !
So,against the title of this book I say : There is no saturated markets, there are only people that do not understand wine, it is important for every one of us to reflect on how the American Way of Life is downgrading,
we should export happiness, and pleasure, as we did in the late 40's and 50's after the II WW....
We should export more wine, wine against any war.
Schiffini, J. P. (The Century Club co-founder)
Any serious college-level wine or business library collection shouldn't miss.......2007-07-27
Any serious college-level wine or business library collection shouldn't miss Wine Marketing & Sales: Success Strategies for a Saturated Market: it provides a detailed survey of wine marketing challenges, comes from leading wine marketing professors, and covers everything from marketing theory to packaging, label design, sales methods pros and cons, and more. Industry professionals will find plenty of information here, based on real-world experience, and will find WINE MARKETING AND SALES an outstanding pick for any who would understanding this specialty market and its unique challenges.
Diane C. Donovan
California Bookwatch
Wine exporting/importing .......2007-04-08
My main interest for purchasing this book was to gain guidance on importing wine to the US. I read the author's pre-release review that indicated the book devoted an entire chapter to the topic of exporting/importing wine. Upon finally receiving the book, I found one chapter that mainly addressed wine exporting and the chapter had one high-level page on wine importing. I was disappointed and returned the book.
Hands on Help for marketing.......2007-03-28
As a marketing student, I found this book very helpful. It has both theory and practical examples, which made studying wine marketing much easier. I'd highly recommend it.
Vivian Pershall
Great Wine Marketing Tool.......2007-03-20
This book is very helpful as a wine marketing textbook. It has great practical examples, and is actually funny to read at times. Very useful for existing wineries, as well as those that are just starting up.
Book Description
Mastering Technical Sales: The Sales Engineer's Handbook covers all of the key areas of selling high-technology products, including detailed action plans to establish personal excellence in key performance drivers in technical sales. This comprehensive volume teaches you how to be more successful as an individual contributor, helping to better ensure promotion within your sales organization, or advancement elsewhere within your company. The book gives you the practical guidance you need to sharpen your skills in sales and technology. Moreover, for the technical manager it explains how to build an infrastructure to support continuous high sales growth.
You are encouraged to use the tested and proven frameworks provided, working with the best practices specially adapted for the sales engineer, to develop a more effective, personalized and systematic approach to improve your personal performance. Special attention is given to the team sales concept and the importance of the contributions of the technical professionals who directly support sales. This book is not the usual update, or rehash of "years-ago" methodologies. Instead, it shows you how to deal with today's vastly higher levels of sophistication in technical products and customer needs.
Download Description
Mastering Technical Sales: The Sales Engineer?
Customer Reviews:
Detailed info on techniques and processes .......2006-07-06
This book is uniquely geared to the sales engineer role, not to general sales reps. Yet anyone selling technology products will learn from the detailed info on techniques and step-by-step processes for the technical sales cycle. Case studies and exercises supplement the book's discussion with real-world perspective. However, the book gives only a brief, passing reference to the role of marketing to support sales activity--an understanding that is valuable to every SE.
Excellent.......2006-04-02
I'm new to the Sales Role and this book is helping me a lot understand not only the process sales but how to deal with politics and things that make the technical sale.
Essential tool that any SE be they new, experienced, or a manager should read cover to cover........2006-01-03
I was challenged a few months ago to explain in detail what makes up a Sales Engineer/Solutions Consultant? What does the role entail and what do you need to know to be successful? Well, if I'd read this book before that exercise then I'd have simply asked the technical trainer I was briefing to read this book!
Mastering Technical Sales, not to be mistaken with the similar sounding Making The Technical Sale by Greenwald & Milberry, is an excellent practical book that covers the needs of not just new SE's but also provides advice and knowledge for the more experienced SE, SE manager or even executive tasked with creating and maintaining an SE organisation. What I found particularly useful were the real world examples of both successful and unsuccessful practice - these lend a level of credibility and relevance to the material that perhaps the Greenwald & Milberry book lacks. (Btw, this is also a fine & very relevant book for any SE). I also particularly liked the chapter organization of summarizing the chapter goals, presenting the material, summary and then presentation of a skill-building summary for both the new SE and the experienced SE.
The book tackles pretty much every aspect of a typical SE's life from what type of person does it take and why do we do this? What do I need to do to be successful? What resources should I call upon? When? How? When & how to use executives. How to leverage corporate resources be they product management, engineering, technical support, marketing, or external resources such as partners. I thought the section on 'crossing over to the dark side' was particularly relevant and accurate as it covers the risks, the rewards and the reality of whether this is something that an SE should consider or not and more importantly, why or why not?
The book covers all the standard stuff very comprehensively from the sales process itself, presentation skills & techniques, objection and competition handling plus the realities of how to manage the sale to avoid the pitfalls of demos, succumbing to technical trials & evaluations or being driven by your competitor's agenda. All excellent material and covered well with real war stories.
Whilst this isn't the cheapest book on the subject, I'd definitely consider it worth every cent. Highly recommended.
Excellent.......2005-07-23
Mastering Technical Sales provides a terrific foundation for the newly-minted Sales Engineer, a growth vehicle for the developing journeyman, and rich source-book for the seasoned professional.
While there are numerous "sales methodology" books available today, nearly all focus on the sales people and provide little or no information for the Sales Engineer and others who address the technical sale portion of the overall sales process. Mastering Technical Sales focuses on this critical area and shares how to manage and execute technical sales tasks to enjoy the highest success rates, both in the sales process and in one's professional growth.
Advice to SE's: Buy it and read it.
Advice to SE Management: Purchase copies for all of your new hires.
Real World Wisdom.......2004-04-17
As a professional technical sales consultant I enjoyed this book. I particularly like the real world examples and case studies for "tricky" sales situations. Even though I think of myself as a seasoned professional I learnt some new techniques and approaches from the book; especially in how to give a technical demonstration of a piece of software.
PS. I met one of the authors who was presenting at a product launch a few weeks ago in New York and got my book autographed.
Book Description
Our trade deficit increases by $2 billion a day. Pharmaceutical companies and their lobbyists have such influence in Washington that Medicare, by current law, is not allowed to negotiate lower drug prices. We import oil on an ever-increasing scale, putting ourselves into dept with the Saudis, the Kuwaitis, and other Middle Eastern nations. With their windfall profits, they continue to buy American assets. China’s booming economy and abundance of cheap labor are threatening our economic survival. We have mortgaged our fortunes, our principles, and our way of life.
In this comprehensive look at the real, human toll of America’s unsound trade policy, Senator Byron Dorgan exposes the myth of “free trade.” Indeed, free trade is not free; it is something that is slowly but surely draining away American prosperity. Sure, Chinese labor can drive down prices at Wal-Mart; at the same time, however, those saved wages—dollars that would have gone to buy these cheaper goods—are gone. Too soon, it will all come crashing down.
Major U.S. corporations continue to ship jobs overseas by the millions and, because of their influence in Washington, avoid paying a king’s ransom in taxes. Many billions of dollars that these companies fleece from the government and the American people go overwhelmingly to investments in expanding production capabilities overseas. In short, our government is in the grip of corporate and foreign interests, and the American worker has born the brunt of this culture of corruption. How can we stem the tide of outsourcing? Why has the White House done nothing? Will the middle class survive?
From describing corporate profiteering to calling to action a lethargic, inactive government, Byron Dorgan exposes the truth about the destructive relationship between corporations and Congress and proposes strategies for what can really be done to preserve America’s preeminence in the world.
“Written with poignant stories, persuasive logic and superb factual support, this book is a wake up call for every American who cares about U.S. policy on trade and jobs. One doesn’t have to agree with all that Senator Dorgan writes in this book to find it remarkably compelling.” --Senator Tom Daschle
“If you’re tired of seeing good American jobs shipped overseas in search of cheap labor, you’re going to appreciate this book. Senator Dorgan and I have joined forces in the Senate to fight the trade policies of a weakening America. His book offers real solutions that can strengthen our country.” --Senator Lindsay Graham
:If you think that no one in Washington gives a damn about about corporate greed and the decimation of America’s middle class, you haven’t met Senator Byron Dorgan. In TAKE THIS JOB AND SHIP IT,” this modern day Prairie Populist pops the greedhead right in their snouts, using both facts and a stinging sense of humor. Byron’s book is both a rallying cry and a blueprint for action. If you believe America is headed in the wrong direction and you want to do something about it read this book, then help us elect more Byron Dorgans.” --Jim Hightower
“Senator Byron Dorgan is one of the few elected official of either party who ahs consistently and unwaveringly defended the interests of American working men and women and their families. His commitment to our country and the truth is inspiring. His book is a trenchant and timely examination of America’s so-called free trade policies and the exorbitant cost to our middle class and our nation.” --Lou Dobbs
“I watched Senator Dorgan take on the powerful interests in the U.S. Senate, and this book shows that he is still at it. Our country’s trade policies are a scandal, and Dorgan has the guts to expose it and name names. He also tells us how to put our country back on track. This is an important book that might finally call our country to action to protect good jobs and our way of life.” –Senator Fritz Hollings
Customer Reviews:
Middle Class Champion Scores Again.......2007-10-17
Thank God for Senator Byron Dorgan. If we all take the time to closely listen to what our elected officials are really saying--such as what they write--we might be pleasantly surprised now and then. There are gutsy elected officials in Washington D.C. who truly do care about you and me. Senator Dorgan is one of them. This is a very easy book to read and understand. Senator Dorgan is a clear speaker and a clear writer.
Bought for relative.......2007-10-17
Bought for relative so I cannot comment on content but shipping was fast and service was excellent from this dealer. Personally, I don't know if I would agree with the premise(s) as I understand them but I didnot get the book for me.
Take this job and ship it.......2007-07-17
Senator Byron Dorgan articulates very astutely many of the fundamental problems in our society. It is reassuring to know we have such a clear and uncorrupted voice in our senate. Perhaps there is hope.
A Must Read.......2007-06-30
An excellent and timely book that I would recommend to all Americans that care for and love our country. It's a shame that we're out sourching so many jobs to other country and all in the name of greed. Soon there will not be anyone left with good jobs to pay taxes and pay for schools, fire and police protection and to maintain our infrastructure. I wish that Dorgan were more successful in getting the message across.
Val Jonsson
Take This Book and Buy It.......2007-06-19
From the very beginning, Senator Dorgan, the author, speaks from his heart and soul about what is wrong with America, and what can be done about it. You can sense his strong sense of duty and the obligation he feels toward his fellow Americans, and the frustration he feels in being thwarted by a republican-dominated congress. (This book was finished before the recent congressional election that gave congress back to democrats.)
Senator Dorgan laments the exodus of jobs to countries that have broken their trade agreements with us, and have made our trade deficit soar. This exodus has not only caused three million Americans to lose their jobs, but it has also compromised our national security. Parts for our bombs and planes are made in foreign countries. It has allowed countries to flood ours with their imports while keeping ours out by tariffs. Mexico is exporting contaminated and decayed meat that is lining our meat counters. And Dorgan attacks the now familiar Walmart because they pay their workers so poorly and a health care plan that costs so much, they must use public assistance.
He is concerned about a congress that represents corporations rather than their constituents. He is concerned about a congress that allows them to export jobs and commodities and then charge them a low tax rate of only 5.4 percent to bring the money back into the country. He is angry that pharmaceuticals are allowed to export their products where they are sold at less than half the price charged to Americans. He is also angry that they claim the cost is for research when they are spending so much on marketing. (Anyone ever see a commercial with two people in separate bathtubs--when the moment is right?)
This book is well-written. The author's tone shows a sense of urgency and frustration without being strident. Nowhere in his writing did I detect that he was attempting to promote a socialist state, or a "cradle-to-grave" government as one reviewer suggests. Senator Dorgan is all for leveling the playing field so that our products and jobs can compete fairly in the world. His theme is similar to what the ancient Greeks said: Everything in moderation and nothing to excess. For the senator this includes trade and capitalism.
I am very stingy with five stars. Out of 124 reviews to date, I have given less than ten, about half of that for books. This is not Leon Uris' Armageddon or Herman Wouk's "Caine Mutiny." It is five stars because I learned a great deal, and because it is an important book.
I think it is important enough for you to read it. Please.
Take this book and buy it.
Book Description
The most effective approach to landing pharmaceutical sales jobs. Updated annually, this step-by-step program has been used by thousands to help them land pharmaceutical sales jobs throughout the United States and Canada. Applicants learn how to shorten their job search, locate unadvertised job openings, get direct access to managers' home addresses and e-mail addresses, and how to effectively market themselves. For recent college graduates, anyone looking to transition into a pharmaceutical sales career, and current pharmaceutical reps wishing to change companies.
Customer Reviews:
Very useful book for the interview of phamaceutical company.......2007-08-24
This book about interview of phamaceutical company is very useful for me.
Thank you for your fast delivery.
Basic interview text.......2007-04-06
Didn't get the job, but the book did help me a little during the multiple interviews. The better option is to call a rep and have a sit-down to go over the ins and outs. If you can't find one, go to your local pharmacy, they'll have contact info for you. Good luck!
3 Days Review.......2007-01-16
Great book! Very different info than other pharmaceutical books. This book is very straight forward and easy to follow. I recommend it for anyone trying to break into the pharmaceutical business.
I guess OK.......2006-08-11
The book I would say is good if you are willing go insanely above and beyond the normal realms of getting a job...most of the info. is pretty easy to figure out on your own, but if structure is needed this can be a good guideline. Over all it did not do much for me, but it might work wonders for others.
Deficient in important information.......2006-06-14
On the positive side, the book is neat and is written with humor. Unfortunately the negatives outweigh the positives. When reading this book, I found that most of the information covers resume writing and how to make contact with pharmaceutical sales reps. I think some of her advice about making contact could prevent you from ever getting a job in pharmaceutical sales because it is so unprofessional. The "how to actually get the job part," the interview, was seriously deficient in information. There were few questions and few answers, and next to nothing about how to prepare for the interview. This one simply does not deliver on the description of the book given.
Average customer rating:
- Do not buy the online copy
- The Best
- Accessible and straightforward. Thumbs up!
- Clear, Rigorous and Intuitive
|
Auction Theory
Vijay Krishna
Manufacturer: Academic Press
ProductGroup: Book
Binding: Hardcover
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Similar Items:
-
Putting Auction Theory to Work (Churchill Lectures in Economics)
-
Auctions: Theory and Practice (The Toulouse Lectures in Economics)
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Contract Theory
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Combinatorial Auctions
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An Introduction to the Structural Econometrics of Auction Data
ASIN: 012426297X |
Book Description
Through accessible, detailed examinations of themes central to auction theory, Vijay Krishna explores auctions and competitive bidding as games of incomplete information. His results on bidding strategies, efficiency, and revenue maximization, and his clear proofs for each proposition, make this book both the standard reference on auctions and the first source of authoritative information about multi-unit auctions. Well organized and featuring straightforward intuition,
Auction Theory's depth and breadth lay bare the complexity and utility of this growing field.
*The standard reference on auctions and the first source of authoritative information about multi-unit auctions
*Explores auctions and competitive bidding as games of incomplete information
*Uses accessible, detailed examinations of themes central to auction theory
Customer Reviews:
Do not buy the online copy.......2007-05-31
The scan quality is very poor, and the images are not readable. Yet Amazon charged me $13.
The Best.......2006-05-03
This is the best auction _theory_ book.
Any PhD student in economics or coorporate finance
should read it. Notice that if you are ONLY interested in
real-life auctions and not on the game theory behind
auction theory this book is not for you.
Accessible and straightforward. Thumbs up!.......2005-10-18
A balance between rigor and intuition. The book contains complete and clear proofs of almost all propositions and many- many fully-worked examples to reinforce intuition. The "chapter notes" provide with plenty further reading and the seven appendices at the end of the book cover lots of essential background. For those who are interested in auction theory and seek a rigorous treatment that at the same time is not intimidating, I highly recommend this book. After all, as Vijay Krishna states in the preface, "...the book is intended to be a conversation between the author and the reader".
Clear, Rigorous and Intuitive.......2003-11-12
This is a fabulous book for quickly uploading the central insights of the vast literature on the economics of auction design. Results are stated precisely and proven, often with an eye for developing intuition and an understanding of technique. The book can be read from cover to cover or dipped into as required. I find it an extremely useful aid to research.
Highly recommended.
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