Selling the Wheel: Choosing the Best Way to Sell for You Your Company Your Customers

By Jeff Cox, Howard Stevens
Jeff 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.


NEWS & OPINION: Crowdsourced Entrepreneurial Reads

Posted September 14, 2009, 7:17 PM with category of Management & Workplace Culture
A few weeks ago, Fred Wilson from avc. com kicked up interest in books that entreprenuers should read. Fred, in particular, made the point that "there is way more insight to be gained from stories than from business books. Read more


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About the Paperback

Publisher Touchstone Books
Publish date 04/08/2010
Pages 256
ISBN-13 9780684856018
ISBN-10 0684856018
Language English