The Career Salesperson: Recharge Your Drive and Ambition, No Matter What Your Age; Over 2 million Schiffman books sold! [NOOK Book]

Overview

As the marketplace gets younger, salespeople who excelled in the game before the advent of Google, IM, and the smart phone need a boost. This book is the perfect resource for the older salesperson who wants to regain his or her competitive edge in the marketplace.

With trademark practical advice and strategies, Stephan Schiffman guides readers through decisions they must make...

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The Career Salesperson: Recharge Your Drive and Ambition, No Matter What Your Age; Over 2 million Schiffman books sold!

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Overview

As the marketplace gets younger, salespeople who excelled in the game before the advent of Google, IM, and the smart phone need a boost. This book is the perfect resource for the older salesperson who wants to regain his or her competitive edge in the marketplace.

With trademark practical advice and strategies, Stephan Schiffman guides readers through decisions they must make every day:

  • Whether to shift to a company with an older boss
  • How to get a handle on new sales-related technology
  • Why the marketplace is different today and what you can do about it
  • When the time is right to think about retirement
  • and more

This book is filled with quality advice and comments on aging from such luminaries as Elie Wiesel, cartoonist Scott Adams, and author Robert B. Parker. With this book by their side, older salespeople will regain the advantage and see their sales and commissions soar!

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Product Details

  • ISBN-13: 9781440520815
  • Publisher: F+W Media
  • Publication date: 12/17/2008
  • Sold by: Barnes & Noble
  • Format: eBook
  • Pages: 192
  • File size: 618 KB

Meet the Author

Stephan Schiffman (New York, NY) has trained over 500,000 salespeople at firms such as AT&T Information Systems, Chemical Bank, Manufacturer’s Hanover Trust, Motorola, and U.S. Health Care. Schiffman is the president of DEI Management Group. He is the author of such bestselling books as Cold Calling Techniques and Closing Techniques.
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Table of Contents

Introduction vii

Part I Where You Are Now

1 A Tale from the Front 3

2 Science Proves My Theory 9

3 Discover Who You Are 13

4 Look in the Mirror 17

5 Mental Fatigue 21

6 A Review: Where We've Been and Where We're Going 25

Growing Older: Elie Wiesel 27

Part II How to Win Over Younger Managers and Clients

7 Working with the Young'uns-It's a Matter of Knowing Your Customer 31

8 The New Young Sales Manager 35

9 Dealing with the Younger Customer 39

10 Things to Put on Your To Don't List 45

Growing Older: Bert Vogelstein 50

Part III Use Your Experience

11 Selling the Way You Sold When You Were Young 53

12 Refresh Yourself 59

13 Know Your Worth 65

14 The Big Idea 69

Growing Older: Gary David Goldberg 73

Part IV Reenergizing Yourself

15 Living Off the Book 77

16 Get Over Yourself 81

17 Tomorrow Always Comes (The Tough Love Chapter) 87

Growing Older: Larry Gelbart 90

Part V Using Your Wisdom

18 Selling in the Twenty-First Century 93

19 Prospecting 97

20 A Quick Review 103

Growing Older: Robert Parker 106

Part VI Finding a New Job

21 The Positive Side to Corporate Reorganization-Really 109

22 The Right Job for You 115

23 The Power of Twelve 119

24 Landing the Interview 123

25 The Interview 129

26 Your New Job 133

27 Meeting Expectations 137

Growing Older: Peter Georgescu 140

Part VII Your Career Path

28 Mentoring 143

29 Becoming a Manager 147

30 Becoming a Consultant 153

31 Changing Careers 157

32 In the Beginning 159

Appendix 163

Index 165

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