ISBN-10:
1929194226
ISBN-13:
9781929194223
Pub. Date:
04/28/2003
Publisher:
Clearbridge Publishing
Sun Tzu's Art of War Plus: The Art of Sales (The Art of War Plus, Career and Business Series) / Edition 1

Sun Tzu's Art of War Plus: The Art of Sales (The Art of War Plus, Career and Business Series) / Edition 1

by Gary Gagliardi, Sun Tzu

Hardcover

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Product Details

ISBN-13: 9781929194223
Publisher: Clearbridge Publishing
Publication date: 04/28/2003
Series: The Art of War Plus Series
Edition description: First Hardcover Edition
Pages: 192
Product dimensions: 6.18(w) x 9.36(h) x 0.80(d)

Read an Excerpt

From “The Art of War” Page: Do not take a position facing high ground. Do not oppose those with their backs to the wall. Do not follow those who attempt to flee. Do not attack the enemy’s strongest men. Do not swallow the enemy’s bait. Do not block and army that is headed home. Leave an escape route for a surrounded army. Do not press a desperate foe. This is the art of war.

From “The Art of Sales” Page Do not take a position against strong feelings. Do not pursue an argument based on a lack of alternatives. Do not accept those who only pretend to agree. Do not attack the strongest competition against you. Do not believe everything the customer tells you. Do not argue with a customer who agrees with you. Give the customer a better alternative. Do not press the customer too hard for a decision. These are the rules for selling.

Table of Contents

Foreword

Chapter 1 -- Planning War & Sales Analysis Chapter 2 -- Going to War & Choosing to Sell Chapter 3 -- Planning to Attack & Planning Your Territory Chapter 4 -- Positioning & Sales Position Chapter 5 -- War Momentum & Sales Persuasion Chapter 6 -- Military Weakness and Strength & Sales Disadvantages and Advantages

Chapter 7 -- Armed Conflict & Sales Contact Chapter 8 -- Military Adaptability & Adjusting to the Sales Situation Chapter 9 -- Armed March & Moving Sales Forward Chapter 10 -- Field Position & Customer Relationships Chapter 11 -- Types of Terrain & Sales Situations Chapter 12 -- Attacking with Fire & Using Customer Desire Chapter 13 -- Using Spies & Using Questions

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