Lessons From The Concrete Garden

( 1 )

Overview

The Most Advanced and Comprehensive Selling System Designed Specifically for Dealerships and Their Sales Teams

Over a decade has been spent in research, development and field testing in order to identify and document the specific skill sets, characteristics and knowledge of a highly skilled and professional salesperson. Lessons From the Concrete Garden is a by-product of this work and is packed with insight and ideas that will explain why many ...

See more details below
Paperback
$13.47
BN.com price
(Save 9%)$14.95 List Price
Other sellers (Paperback)
  • All (6) from $9.93   
  • New (4) from $9.93   
  • Used (2) from $13.46   
Sending request ...

More About This Book

Overview

The Most Advanced and Comprehensive Selling System Designed Specifically for Dealerships and Their Sales Teams

Over a decade has been spent in research, development and field testing in order to identify and document the specific skill sets, characteristics and knowledge of a highly skilled and professional salesperson. Lessons From the Concrete Garden is a by-product of this work and is packed with insight and ideas that will explain why many salespeople struggle and most fail.
It shines a spotlight on the struggling automotive industry and its selling practices and asks the question: how is it possible to spend billions of dollars on R&D, manufacturing and marketing to produce some of the most technologically advanced and complex products, then miss the mark when it comes to educating the individuals responsible for selling them?
It drives the point home that salespeople are the first and last to touch the actual buyers of these products and they are probably the most important spoke in the business development wheel and are deserving of a quality and proper education.
This exciting book provides real answers and proposes real solutions for businesses and selling professionals that are struggling to find a plan of action that actually works. It discusses what to do, when to do it, how to do it and why it needs to be done.
Lessons From the Concrete Garden is a Gem!
This is a must read for anyone involved in selling, training or business development.

Read More Show Less

Product Details

  • ISBN-13: 9781432764265
  • Publisher: Outskirts Press, Inc.
  • Publication date: 12/16/2010
  • Pages: 82
  • Product dimensions: 0.20 (w) x 9.00 (h) x 6.00 (d)

Customer Reviews

Average Rating 5
( 1 )
Rating Distribution

5 Star

(1)

4 Star

(0)

3 Star

(0)

2 Star

(0)

1 Star

(0)

Your Rating:

Your Name: Create a Pen Name or

Barnes & Noble.com Review Rules

Our reader reviews allow you to share your comments on titles you liked, or didn't, with others. By submitting an online review, you are representing to Barnes & Noble.com that all information contained in your review is original and accurate in all respects, and that the submission of such content by you and the posting of such content by Barnes & Noble.com does not and will not violate the rights of any third party. Please follow the rules below to help ensure that your review can be posted.

Reviews by Our Customers Under the Age of 13

We highly value and respect everyone's opinion concerning the titles we offer. However, we cannot allow persons under the age of 13 to have accounts at BN.com or to post customer reviews. Please see our Terms of Use for more details.

What to exclude from your review:

Please do not write about reviews, commentary, or information posted on the product page. If you see any errors in the information on the product page, please send us an email.

Reviews should not contain any of the following:

  • - HTML tags, profanity, obscenities, vulgarities, or comments that defame anyone
  • - Time-sensitive information such as tour dates, signings, lectures, etc.
  • - Single-word reviews. Other people will read your review to discover why you liked or didn't like the title. Be descriptive.
  • - Comments focusing on the author or that may ruin the ending for others
  • - Phone numbers, addresses, URLs
  • - Pricing and availability information or alternative ordering information
  • - Advertisements or commercial solicitation

Reminder:

  • - By submitting a review, you grant to Barnes & Noble.com and its sublicensees the royalty-free, perpetual, irrevocable right and license to use the review in accordance with the Barnes & Noble.com Terms of Use.
  • - Barnes & Noble.com reserves the right not to post any review -- particularly those that do not follow the terms and conditions of these Rules. Barnes & Noble.com also reserves the right to remove any review at any time without notice.
  • - See Terms of Use for other conditions and disclaimers.
Search for Products You'd Like to Recommend

Recommend other products that relate to your review. Just search for them below and share!

Create a Pen Name

Your Pen Name is your unique identity on BN.com. It will appear on the reviews you write and other website activities. Your Pen Name cannot be edited, changed or deleted once submitted.

 
Your Pen Name can be any combination of alphanumeric characters (plus - and _), and must be at least two characters long.

Continue Anonymously
Sort by: Showing 1 Customer Reviews
  • Posted February 12, 2011

    more from this reviewer

    A Solid, Useful, Well Written Book for Today

    Kurtis Smith writes exceptionally well and has the gift to put into accessible form information that is easily transferred to the reader fortunate enough to pick up this book. Ostensibly it is about the dynamics of salesmanship, but the values and lessons Smith puts forth are equally valid in discussing the economic State of the Union! The clever title is derived form a frustration that Smith felt as a car salesman - standing in a salesroom of a new car company staring out at the concrete pavement waiting for viable customers to march in and purchase. As Smith makes very clear here in this book is that corporations - both large and small businesses- pay little attention to the training of the salesperson (the foundation of a company whose responsibility it is to sell the product that the company creates, ie, the income of the big business, instead electing to squander money on advertising and gimmicks to tease the public into the sales place. He is wise in his assessment of the Internet presence as well as the other techniques companies use, but where he shines is in his emphasis on having the salespersons take ownership of their job and perfect it. As he comments in his Introduction '...one common denominator of all truly successful professionals is that they see themselves as independent contractors, a business within a business, that although they are operating with the confidence that they're in business for themselves, they are not by themselves.' Smith sums up his ideas at the end of the book with his professional standards for sales excellence: people skills (HR), technical skills, business development, business management, learning motion and learning management system - each explored with wisdom and friendly style of presentation. This is a terrific little book, brimming with information on how to turn the unsuceesful salesperson into a champion. Grady Harp

    Was this review helpful? Yes  No   Report this review
Sort by: Showing 1 Customer Reviews

If you find inappropriate content, please report it to Barnes & Noble
Why is this product inappropriate?
Comments (optional)