New Science of Selling and Persuasion: How Smart Companies and Great Salespeople Sell

Overview

"Building upon lessons learned for over a quarter century of theory and practice, Bill Brooks brings to the table the ultimate synthesis of selling and persuasion techniques. A must-read for serious business executives!"
–Richard Gimmel President, Atlas Machine & Supply and President, Industrial Compressor Distributors Association

"This powerful, easy-to-use program by Bill Brooks is the ultimate scientific synthesis of sales theory and practice. It is an essential tool for every professional whose pursuit is...

See more details below
Other sellers (Hardcover)
  • All (32) from $1.99   
  • New (9) from $2.95   
  • Used (23) from $1.99   
Sending request ...

Overview

"Building upon lessons learned for over a quarter century of theory and practice, Bill Brooks brings to the table the ultimate synthesis of selling and persuasion techniques. A must-read for serious business executives!"
–Richard Gimmel President, Atlas Machine & Supply and President, Industrial Compressor Distributors Association

"This powerful, easy-to-use program by Bill Brooks is the ultimate scientific synthesis of sales theory and practice. It is an essential tool for every professional whose pursuit is excellence in the art of persuasion and the science of selling."
–Steven Powell Regional Sales Manager, First Citizens Bank

"Indeed, Bill Brooks has placed in perspective the essential lessons of a century of business history, and combined this intelligence with tools for effective professional sales management. The New Science of Selling and Persuasion awaits smart business managers who are seeking the ultimate sales solutions."
–Jack Perry Senior Vice President, National Sales Development, Manulife Financial

"At a time in business history when increased competition, customer demands, and a constantly changing selling terrain are thebaneof all sales executives,Bill Brooks has combined, with remarkable clarity, principles underlying the art of persuasion with the science of selling. The New Science of Selling and Persuasion will surely empower the executive who plays to win."
–Bob Damstetter Vice President, Sales, Townsend Engineering Company

"Bill Brooks's well-researched book is a powerful tool for every sales force. It should be required reading for sales professionals who seek to develop the way of successful selling in a complex, demanding business arena."
–James Canale CEO, Net2 Technology Group

"Bill Brooks has the uncanny ability to articulate the truth. I know his message is correct because it resonates with my own heretofore unspoken belief structure. Bill has simply and systematically provided the language that crystallizes thought, the prerequisite to action."
–Mike Pierson Vice President, Beckwith & Kuffel, Inc.

Read More Show Less

Product Details

  • ISBN-13: 9780471469247
  • Publisher: Wiley
  • Publication date: 4/16/2004
  • Edition number: 1
  • Pages: 256
  • Sales rank: 945,913
  • Product dimensions: 6.30 (w) x 9.12 (h) x 0.93 (d)

Meet the Author

WILLIAM T. BROOKS is the founder and CEO of The Brooks Group, an internationally recognized consulting firm with such clients as BMW, Hewlett-Packard, Volvo Trucks of North America, and Chase Automotive Finance. He is one of the world's leading experts in the fields of business growth, sales, and sales management.

Read More Show Less

Table of Contents

Preface
Acknowledgments
1 The new science of selling and persuasion 1
2 Sales management 25
3 Hiring and retaining great salespeople 53
4 Selecting and empowering the right sales managers 77
5 Sales management process 91
6 Achieving total selling mastery 105
7 Sales culture 129
8 Accountability 145
9 Integrating marketing, sales, and service for superior performance 159
10 Successful product introductions 173
11 Sales management and selling truths 193
12 Organizational and salesforce audit 211
Index 233
Read More Show Less

Customer Reviews

Be the first to write a review
( 0 )
Rating Distribution

5 Star

(0)

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

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