Selling the Wheel

This is the challenge facing Max, as dramatized by Jeff Cox, coauthor of the bestselling business novels Zapp! and The Goal, Selling the Wheel is based on the pioneering research of Howard Stevens's employment-testing and customer-research ...

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Author: Jeff Cox

Publisher: Simon and Schuster

ISBN: 9780743204743

Category: Business & Economics

Page: 256

View: 753

Selling the Wheel is a fascinating story about sales and marketing written in the form of an ancient parable: Once upon a time, long ago, a resourceful fellow named Max came up with a brilliant idea and invented the Wheel. But human beings, who had been getting along without the Wheel for thousands of years, did not instantly appreciate their need for this clever invention.... This is the challenge facing Max, as dramatized by Jeff Cox, coauthor of the bestselling business novels Zapp! and The Goal, Selling the Wheel is based on the pioneering research of Howard Stevens's employment-testing and customer-research firm, the H. R. Chally Group. In the story, Max and his wife, Minnie, learn what it takes to market the Wheel. With the help of Ozzie the Oracle, they discover four essential selling styles -- Closer, Wizard, Relationship Builder, and Captain & Crew -- and come to understand how each style is suited to a different type of salesperson. They learn that as markets evolve, selling styles and strategies must change. There is no single right way -- and no company can be all things to all people. This critical lesson is as valuable to salespeople as it is to sales managers. Writer Jeff Cox has the amazing gift for translating technical ideas into creative, engaging stories, and his collaboration with sales and marketing expert Howard Stevens is based on empirical research collected from 250,000 salespeople, more than 1,500 people in corporate sales, and interviews with more than 100,000 actual customers who rated the strengths and weaknesses of the salespeople serving them. Packed with practical tips for salespeople, entrepreneurs, marketing managers, and business students, Selling the Wheel is an irresistible guide to sales styles, strategies, and markets.

The Wheel and Cycling Trade Review

The inventor has made a pair of 28 - inch wheels and Indeed , several of them
will be glad if ... Hector Campbell , who has just been added to the real owner of
the stock is said to be Frank R. Evans . drumming up trade and selling wheels too
.

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Author:

Publisher:

ISBN: NYPL:33433069078131

Category:

Page:

View: 950

Personal Selling

No matter what the selling role , however , the bottom - line goal of all selling is to
obtain the order . ... 15 Wheel of Personal Selling Depiction of the seven stages
of the PSP as a continuous cycle or wheel carried out by professionals in the ...

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Author: Rolph E. Anderson

Publisher:

ISBN: PSU:000056893892

Category: Consumer satisfaction

Page: 504

View: 383

Motor

MK - 101 contains 44 fast - selling wheel cylinders and 14 SERVICE PARIS top -
turnover master cylinders . Ask your Master Jobber for full details on new MK -
101 Brake Cylinder Repair Kit Assortment . MASTER PARTS DIVISION Airtex ...

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Author:

Publisher:

ISBN: UOM:39015022475431

Category: Automobiles

Page:

View: 537

Essentials of Personal Selling

Experience in selling to major accounts is vital to a long - term career with NCR
because major account development is a ... THE WHEEL OF PROFESSIONAL
PERSONAL SELLING For quick reference , we have included a figure that we
think ...

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Author: Rolph E. Anderson

Publisher:

ISBN: UOM:39076001674642

Category: Sales personnel.

Page: 476

View: 633

Report of Proceedings of the Annual Convention of the American Railway Master Mechanics Association

Under the present system of buying and contracting for wheels , it places the
honest and reliable wheel - maker - the ... what you have just heard read , and we
believe that it is a fair , honorable , business way of buying and selling wheels .

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Author: American Railway Master Mechanics' Association

Publisher:

ISBN: OSU:32435061931754

Category: Railroad engineering

Page:

View: 682

Miscellaneous Series

Emery wheel ; selling price , $ 0 . 62 each . 260 . Shoemaker ' s hammer ; French
; selling price , $ 0 . 33 each . 261 . Sledge ; selling price , $ 0 . 69 each . 262 .
Two mason ' s hatchets ; Chilean ; cost price , $ 0 . 20 each ; selling price , $ 0 .

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Author:

Publisher:

ISBN: MINN:319510022602499

Category:

Page:

View: 380

The Great Iron Wheel

The buying and selling of men , women and children , with an intention to
enslave them . “ Fighting , quarrelling , brawling , brother going to law with
brother ; returning evil for evil ; or railing for railing ; the using many words in
buying or selling ...

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Author: James Robinson Graves

Publisher:

ISBN: HARVARD:HWRSGX

Category: Baptists

Page: 570

View: 652

Bearings

SELLING BICYCLES . HIBBARD , SPENCER , BARTLETT & CO . Hibbard ,
Spencer , Bartlett & Co. , Chicago , bave handled wheels as a side line , since the
days of the G. O. O. Last year they did an immense so . " Great business you are
in ...

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Author:

Publisher:

ISBN: UOM:39015023141032

Category: Bicycles

Page:

View: 225

Creative Selling

In this way , the Ferris wheel is always fully occupied . A salesperson must
continually prospect for new customers to replace former customers in an
analogous manner . FIGURE 7 - 3 The Ferris Wheel of Selling SOURCES 170 •
PART THREE ...

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Author: A. J. Faria

Publisher: South-Western Pub

ISBN: 0538818344

Category: Business & Economics

Page: 366

View: 735

Selling Today

When selling wheel - balancing equipment to vocational schools and colleges ,
Karl found it best to involve both the auto repair instructor and the director of
vocational education . In most cases , he needed the approval of both persons in
 ...

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Author: Gerald L. Manning

Publisher: WCB/McGraw-Hill

ISBN: 0697006980

Category: Selling

Page: 529

View: 116

Creative Selling

Joe Girard , discussed in Chapter 1 , used to refer to this process as the “ Ferris
wheel ” of selling . Imagine a Ferris wheel at an amusement park with a line of
people waiting to get on . The operator will stop the wheel periodically to let some
 ...

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Author: Herbert Webster Johnson

Publisher: Thomson South-Western

ISBN: PSU:000012687695

Category: Selling

Page: 402

View: 536

Iron Age

With Croquet Sets we did well, except when we came to selling the display set,
as, having neglected to put a wire guard ... The desirability of selling wheels in
the store is sometimes not so apparent to the older members of the fraternity,
which ...

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Author:

Publisher:

ISBN: UOM:39015080353132

Category: Hardware

Page:

View: 142

Round the World on a Wheel

There was a man on a wheel came round selling them stones at the farmhouses .
He made a pile of dollars , you bet . And I want to see him again . I want some
more of them stones . They're real good . I thought maybe you were in the same ...

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Author: John Foster Fraser

Publisher:

ISBN: NWU:35556000037499

Category: Bicycle touring

Page: 325

View: 494

Powerful Professionals Getting Your Expertise Used Inside Your Organization

Our Selling Wheel addresses this void, uniquely focusing on the professional
working internally. You cannot afford to wing' this critical step. To convincingly
present and sell recommended change to your clients, you must effectively
address ...

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Author: Murray Hiebert

Publisher: Calgary : Recursion Press

ISBN: 096845500X

Category: Customer services

Page: 312

View: 947

Autobody and the Reconditioned Car

... can be had by writing to the company. Picture Selling With Wheel-O-Scope The
Bear Manufacturing Company, Rock Island, 111., have developed a new
machine which introduces an entirely new method of selling wheel alignment
service.

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Author:

Publisher:

ISBN: UOM:39015022473204

Category: Automobile industry and trade

Page:

View: 130

Argument of William Whiting Esq in the Case of Ross Winans V Orsamus Eaton Et Al

For an Alleged Infringement of His Patent for the Eight-wheel Railroad Car. ... It is
shown that Winans has been selling car wheels , out of his own establishment , to
Eaton , Gilbert & Co. , well knowing that these wheels were to be used in ...

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Author: William Whiting

Publisher:

ISBN: BL:A0017718058

Category: Patent infringement

Page: 169

View: 281

The Fifth Wheel

Lantz ' s knowledge about the art of selling truck service was readily apparent as
was his enthusiasm for one of his favorite non - work activities - the Indianapolis
500 . A spectator at every 500 since about 1930 , Lantz ' s activity with the 500 ...

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Author:

Publisher:

ISBN: UOM:39015024288345

Category: Transportation, Automotive

Page:

View: 890

Advertising Selling

The com company or group of companies who bination of the first balloon tires
and operate in line with the principles These rates include pick - up four - wheel
brakes , in fact , did bring which the Industrial Recovery Adand delivery in all ...

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Author:

Publisher:

ISBN: UOM:35128000566024

Category: Advertising

Page:

View: 769

Reinventing the Wheel

Business.

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Author: Chris Zane

Publisher: ReadHowYouWant.com

ISBN: 9781459617339

Category: Customer loyalty

Page: 244

View: 143

Business.