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

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


By (author) Jeff Cox, By (author) Howard Stevens

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  • Publisher: SIMON & SCHUSTER
  • Format: Paperback | 258 pages
  • Dimensions: 138mm x 212mm x 20mm | 240g
  • Publication date: 3 January 2001
  • Publication City/Country: New York
  • ISBN 10: 0684856018
  • ISBN 13: 9780684856018
  • Edition statement: Reprint
  • Illustrations note: black & white illustrations
  • Sales rank: 344,708

Product description

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.

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Review quote

Michael F. Snyder President, ADT Security Services, Inc. "Selling the Wheel" is one of the best books on sales and marketing that I have ever read. Dozens of business books cross my desk, but this is one of the few that can truly teach the selling process. "Wheel" will be required reading at my company.