Value Added Selling: How to Sell More Profitably, Confidently, and Professionally by Competing on Value, Not Price

McGraw Hill Professional
Free sample

In a marketplace too often focused on price, Value-Added Selling provides sales professionals with a market-proven approach for selling customers on the inherent value of a product. Based on a value-selling model proven to work across industries and product lines, this step-by-step book explains how to define value in the client's terms, orient a pitch to fit the client's needs, and close the deal. It gives sales pros the tools and confidence they need to--now and forever--deemphasize price in the selling equation.
Read more

About the author

Tom Reilly is a professional speaker, sales trainer, and author. Tom is recognized as the international expert on value-added selling. He has authored ten books and over 200 articles. He has a master's degree in psychology but presents himself as a salesman first and foremost.

Read more

Reviews

Loading...

Additional Information

Publisher
McGraw Hill Professional
Read more
Published on
Dec 18, 2002
Read more
Pages
276
Read more
ISBN
9780071416832
Read more
Read more
Best For
Read more
Language
English
Read more
Genres
Business & Economics / Sales & Selling / General
Technology & Engineering / Manufacturing
Read more
Content Protection
This content is DRM protected.
Read more

Reading information

Smartphones and Tablets

Install the Google Play Books app for Android and iPad/iPhone. It syncs automatically with your account and allows you to read online or offline wherever you are.

Laptops and Computers

You can read books purchased on Google Play using your computer's web browser.

eReaders and other devices

To read on e-ink devices like the Sony eReader or Barnes & Noble Nook, you'll need to download a file and transfer it to your device. Please follow the detailed Help center instructions to transfer the files to supported eReaders.
Les Giblin
What is the one quality that all successful people have in common?

They have mastered the art of dealing with people!

Let this book show you how to:
Achieve your goals Handle the human ego Become a master conversationalist Make others feel good about themselves And much more!
Skill
with people is the one essential ingredient for success and happiness
at home and in business. "The Art of Dealing With People" gives you the
skills to take your people skills to a level that you never thought
possible!

Skill in human relations is similar to skill in any
other field, in that success depends on understanding and mastering
certain basic general principles. You must not only know what to do, but
why you're doing it.

As far as basic principles are concerned,
people are all the same. Yet each individual person you meet is
different. If you attempted to learn some gimmick to deal successfully
with each separate individual you met, you would be face with a hopeless
task.

Influencing people is an art, not a gimmick. When you
apply gimmicks in a superficial, mechanical manner, you go through the
same motions as the person who "has a way," but it doesn't work for you.


The purpose of this book is to give you knowledge based upon an
understanding of human nature: why people act the way they do. The
methods presented in this book have been tested on thousands of people
who have attended my human relations seminars. They are not just my pet
ideas of how you should deal with people, but ideas that have stood the
test of how you must deal with people. That is, if you want to get along
with them and get what you want at the same time.

Yes, we all
want success and happiness. And the day is long past, if it ever
existed, when you could achieve these goals by forcing people to give
you what you want. And begging is no better, for no one has respect for,
or any desire to help, the person who constantly kowtows and literally
goes around with his hand out, begging other people to like him.

The
one successful way to get the things you want from life is to acquire
skill in dealing with people. Download now and you will learn how.


Major Thomas P. Reilly
This monograph examines the nature of operational art during the third and final phase of the Chinese Civil War, 1945-1949. During this period Mao Tse-Tung and the Red Army fought Chiang Kai-shek and the Nationalist Army for the military and political control of China.

The initial portion of the monograph discusses the areas of military strategy and the development of operational art. This area was developed using contemporary monographs, research projects, and professional journal articles. Professional military journals such as Parameters and Military Review publish relevant articles covering these subjects on a recurring basis. The majority of the information covering Mao’s thoughts and writings were drawn from The Selected Works of Mao Tse-Tung published in Beijing, China by the Foreign Languages Press.

The section dealing with the essence of operational art was developed primarily from James Schneider’s theoretical paper; Vulcan’s Anvil: The American Civil War and the Emergence of Operational Art. In this paper Schneider identifies, defines, and argues that eight key attributes must exist for the fullest expression of operational art to be manifested. These eight attributes are; the distributed operation, the distributed campaign, a system of continuous logistics, instantaneous command and control, the operationally durable formation, operational vision, the distributed enemy, and distributed deployment. This monograph uses Schneider’s eight key attributes of operational art as a measure of effectiveness for evaluating the use of operational art during the Chinese Civil War.

This monograph concludes that while Mao Tse-Tung was one-step removed from the operational level of war, the commanders of the Red Army, guided by his theory of protracted war and his controlling strategy, successfully applied operational art to decisively defeat a larger, better equipped, and trained military force in a sequential series of battles and engagements.
©2017 GoogleSite Terms of ServicePrivacyDevelopersArtistsAbout Google
By purchasing this item, you are transacting with Google Payments and agreeing to the Google Payments Terms of Service and Privacy Notice.