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    To Sell Is Human: The Surprising Truth about Moving Others (Hardback) By (author) Daniel H Pink

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    Description#1 "New York Times" Business Bestseller #1 "Wall Street""Journal" Business Bestseller #1 "Washington Post" bestseller From the bestselling author of "Drive "and "A Whole New Mind "comes a surprising--and surprisingly useful--new book that explores the power of selling in our lives. According to the U.S. Bureau of Labor Statistics, one in nine Americans works in sales. Every day more than fifteen million people earn their keep by persuading someone else to make a purchase. But dig deeper and a startling truth emerges: Yes, one in nine Americans works in sales. "B""ut so""do the other eight." Whether we're employees pitching colleagues on a new idea, entrepreneurs enticing funders to invest, or parents and teachers cajoling children to study, we spend our days trying to move others. Like it or not, we're all in sales now. "To Sell Is Human" offers a fresh look at the art and science of selling. As he did in "Drive "and "A Whole New Mind," Daniel H. Pink draws on a rich trove of social science for his counterintuitive insights. He reveals the new ABCs of moving others (it's no longer "Always Be Closing"), explains why extraverts don't make the best salespeople, and shows how giving people an "off-ramp" for their actions can matter more than actually changing their minds. Along the way, Pink describes the six successors to the elevator pitch, the three rules for understanding another's perspective, the five frames that can make your message clearer and more persuasive, and much more. The result is a perceptive and practical book--one that will change how you see the world and transform what you do at work, at school, and at home.


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  • Full bibliographic data for To Sell Is Human

    Title
    To Sell Is Human
    Subtitle
    The Surprising Truth about Moving Others
    Authors and contributors
    By (author) Daniel H Pink
    Physical properties
    Format: Hardback
    Number of pages: 272
    Width: 157 mm
    Height: 231 mm
    Thickness: 28 mm
    Weight: 454 g
    Language
    English
    ISBN
    ISBN 13: 9781594487156
    ISBN 10: 1594487154
    Classifications

    BIC E4L: BUS
    B&T Merchandise Category: GEN
    B&T Book Type: NF
    Nielsen BookScan Product Class 3: S4.3
    DC21: 158.2
    B&T Modifier: Region of Publication: 01
    B&T Modifier: Subject Development: 20
    BIC subject category V2: VSP, JMH
    B&T Modifier: Academic Level: 05
    BIC subject category V2: KJS
    B&T Modifier: Subject Development: 06
    B&T General Subject: 180
    BISAC V2.8: SEL009000
    Ingram Subject Code: BE
    DC22: 158.2
    Libri: I-BE
    Warengruppen-Systematik des deutschen Buchhandels: 17860
    BISAC V2.8: PSY017000
    LC subject heading: ,
    B&T Approval Code: A48540000
    BISAC V2.8: BUS058000, PSY034000
    LC subject heading: , ,
    B&T Approval Code: C45010200
    LC classification: BF774 .P56 2012
    LC subject heading:
    Edition statement
    New.
    Publisher
    Penguin Putnam Inc
    Imprint name
    Riverhead Books,U.S.
    Publication date
    31 December 2012
    Publication City/Country
    New York
    Author Information
    Daniel H. Pink is the author of four books, including the long-running New York Times bestsellers "Drive "and "A Whole New Mind." His books have been translated into thirty-three languages and have sold more than a million copies in the United States alone. Pink lives with his family in Washington, D.C.
    Review quote
    "Full of "aha!" moments . . . timely, original, throughly engaging, deeply humane." --"strategy + business" "A fresh look at the art and science of sales using a mix of social science, survey research and stories." --Dan Schawbel, "Forbes.com" "Artfully blend(s) anecdotes, insights, and studies from the social sciences into a frothy blend of utility and entertainment." --"Bloomberg " "Excellent...radical, surprising, and undeniably true." --"Harvard Business Review" Blog "Pink has penned a modern day "How to Win Friends and Influence People"... "To Sell Is Human" is chock full of stories, social science, and surprises...All leaders--at least those who want to 'move' people--should own this book." --"Training and Development "magazine "Vastly entertaining and informative." --Phil Johnson, "Forbes.com" "Pink one of our smartest thinkers about the interaction of work, psychology and society." --"Worth" "A roadmap to help the rest of us guide our own pitches." --"Chicago"" Tribune" "Like discovering your favorite professor in a box...packed with information, reasons to care about his message, how and why to execute his suggestions, and it's all accentuated with meaningful examples... this book deserves a good, long look." --"Publishers Weekly "(starred review) "An engaging blend of interviews, research and observations by [this] incisive author" "--"The Globe and Mail" "