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The Quadrant Solution: A Business Novel That Solves the Mystery of Sales Success

The Quadrant Solution: A Business Novel That Solves the Mystery of Sales Success

by Howard Stevens, Jeff Cox

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Publishers Weekly - Publisher's Weekly
A sales and marketing manual thinly veined as fiction, this fast-paced ``business novel'' brings to life the market quadrant concept developed by the H. R. Chally Group, a sales and customer assessment firm of which coauthor Stevens is chairman. Matching a salesperson's selling style, personality and knowledge to customers' needs is the gist of the quadrant theory, a tool applied by idealistic, upright hero David Kepler, the acting marketing chief at a Chicago electronics/computer firm where sales are sluggish despite superior product. Two plot devices--a potential romantic interest with a regional sales manager, and a conflict between Kepler and his glib, lunkheaded boss, who goes on medical leave but later returns--leaven the didactic story. Sales personnel will readily identify with the situations and characters presented. This savvy handbook affords readers the sensation of eavesdropping on high-level decision-making and infighting in the same vein as Cox's previous business novels, Zapp and The Goal. (Nov.)

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5.90(w) x 8.82(h) x 0.76(d)

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