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The Sales Advantage: How to Get It, Keep It, and Sell More Than Ever (Englisch) Gebundene Ausgabe – 31. Dezember 2002


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Produktinformation

  • Gebundene Ausgabe: 304 Seiten
  • Verlag: Free Press (31. Dezember 2002)
  • Sprache: Englisch
  • ISBN-10: 0743215915
  • ISBN-13: 978-0743215916
  • Größe und/oder Gewicht: 15,2 x 2,8 x 22,9 cm
  • Durchschnittliche Kundenbewertung: 4.0 von 5 Sternen  Alle Rezensionen anzeigen (1 Kundenrezension)
  • Amazon Bestseller-Rang: Nr. 505.822 in Fremdsprachige Bücher (Siehe Top 100 in Fremdsprachige Bücher)

Mehr über den Autor

Dale Carnegie wurde 1888 in Maryville (Missouri) geboren. Er wuchs in einfachen Verhältnissen auf der väterlichen Farm auf - was ihn sehr belastete und dazu führte, dass er schon in jungen Jahren alles auf eine Karte setzte. Er schmiss seine diversen Jobs hin - u. a. arbeitete er als Erdbeerpflücker - und nahm ein Pädagogikstudium am Staatlichen Lehrerkolleg von Warrensburg in Missouri auf. Carnegie hatte Erfolg: Zunächst führte er in New York Weiterbildungskurse für Kommunikation durch, um seine Erfahrungen später in seine vielen Bücher einfließen zu lassen. Schon sein Erstling von 1937, "Wie man Freunde gewinnt", wurde quasi über Nacht zum Bestseller. Dale Carnegie starb 1955. Das Unternehmen Dale Carnegie bietet seine Redekurse bis heute weltweit an.

Produktbeschreibungen

Pressestimmen

John W. Thiel Managing Director, Merrill Lynch While knowledge is fundamental, what highlights the professional salesperson is the skill and attitude he displays. The Sales Advantage creates a playbook to develop these skills and attitudes and to perfect the sales process from the critical perspective -- namely the client's. The Dale Carnegie Human Relations Principles, along with years of field experience, inspired this must-read for the sales professional.

Gerhard Gschwandtner Founder and Publisher, Selling Power Magazine: Solutions for Sales Management The Sales Advantage follows the blueprint for writing books that made Dale Carnegie a worldwide bestselling author. There isn't a single idea in the book that hasn't been field-tested with a real customer and classroom-tested by a Dale Carnegie instructor. The result is a book packed with brilliant sales gems destined to enrich every reader and delight their customers.

Jason Gonella Vice President of Sales, Premium Services for the Philadelphia Eagles The Sales Advantage increased our sales and made our sales people more effective and productive. It's a great system that really worked for us.

Brad Houge John Deere Company, North American Training Shortly after training our people with the Dale Carnegie Sales Advantage approach, one of our dealers had a big success at their open house. They sold four times more product than at previous similar events. The objective of The Sales Advantage is to strengthen the performance and behavior of salespeople. We saw it happen. John Deere Company uses the Sales Advantage program to improve both our sales staff's performance and the bottom line for our clients and us. The concepts provide a repeatable and proven sales process that helps salespeople to sell from a buyer's point of view. Once the concepts were implemented we saw a positive behavioral change in our salespeople and in their results.

Synopsis

For the first time ever the proven techniques perfected by the world-famous Dale Carnegie sales training programme are now available in book form. The two questions most often asked by salespeople are: 'how can I close more sales?' and 'what can I do to reduce objections?' The answer to both questions is the same: you learn to sell from a buyer's point of view. Global markets, increased technology, information overload, corporate mergers and complex products and services have combined to make the buying/selling process more complicated then ever. Salespeople must understand and balance these factors to survive amidst a broad spectrum of competition. THE SALES ADVANTAGE will enable any salesperson to develop long-term customer relationships and help make those customers more successful, a key competitive advantage. The book includes specific advice for each of the eleven-stage selling process, set out in clear easy-to-understand prose with numerous case studies. THE SALES ADVANTAGE is a proven, logical, step-by-step guide that will create mutually beneficial results for salespeople and customers alike.

In diesem Buch (Mehr dazu)
Einleitungssatz
For most salespeople, prospecting is a task that's greeted with very little enthusiasm. Lesen Sie die erste Seite
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Wortanzeiger
Ausgewählte Seiten ansehen
Buchdeckel | Copyright | Inhaltsverzeichnis | Auszug | Stichwortverzeichnis | Rückseite
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Die hilfreichsten Kundenrezensionen

Von Rolf Dobelli am 7. Juli 2005
Format: Gebundene Ausgabe
J. Oliver Crom and Michael Crom have written a very good book for sales professionals who are on a learning curve, particularly newcomers and those with intermediate sales experience. Although veterans might know most of the new ideas here, the authors present valuable concepts in the excellent prospecting section and in the review of how to close a sale. The book presents a somewhat institutional Dale Carnegie approach to sales, including a strong emphasis on maintaining a positive attitude and a customer-centered approach. The section on overcoming objections could be juiced up a bit and many of the illustrative anecdotes could be developed more richly, but the book supplies significant expertise for newer sales professionals - and that alone, we believe, should make it an easy sell.
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Die hilfreichsten Kundenrezensionen auf Amazon.com (beta)

Amazon.com: 11 Rezensionen
10 von 10 Kunden fanden die folgende Rezension hilfreich
Sales Advantage by Crome 29. August 2003
Von Dr. Joseph S. Maresca - Veröffentlicht auf Amazon.com
Format: Gebundene Ausgabe
This is a good introductory work for a salesperson or
someone opening his/her own business. The author teaches
how to develop credibility, interest, stories, instructional
approaches, needs analysis and a host of other components aimed
at cultivating customer sales. Later on, the work builds
upon a negotiation scheme involving information gathering,
resolution of concerns, conflict resolution, collaboration,
customer needs and multiple solution sets in order to produce
a successful sale through advanced negotiation techniques.
The thrust of the work teaches how to gain and cultivate
customer commitments. The book is a good introductory
rendition for budding salespeople. It will provide reinforcement
for experienced salespeople.
8 von 8 Kunden fanden die folgende Rezension hilfreich
From Naperville 30. März 2003
Von Ein Kunde - Veröffentlicht auf Amazon.com
Format: Gebundene Ausgabe Verifizierter Kauf
There are a ton of different sales books out there, and more written each day. From strategic to rainmaker, each plows into a well-worked strategy to get the sale and be the star. Yet, one must know the basics well, and this book does that in a complete fashion. Great for beginers, but essential for us all to run through so our heads don't get to big. The biggest message in this book is process - setting one and keeping to it. By having a process, one can look for the next target, with the knowledge that the ones in the pipeline are easy to identify as to status and progress. The fact that ACT! chose to use the 11 steps was also interesting. Worth the amazon.com price!
6 von 6 Kunden fanden die folgende Rezension hilfreich
Insightful! 7. Juli 2005
Von Rolf Dobelli - Veröffentlicht auf Amazon.com
Format: Gebundene Ausgabe
J. Oliver Crom and Michael Crom have written a very good book for sales professionals who are on a learning curve, particularly newcomers and those with intermediate sales experience. Although veterans might know most of the new ideas here, the authors present valuable concepts in the excellent prospecting section and in the review of how to close a sale. The book presents a somewhat institutional Dale Carnegie approach to sales, including a strong emphasis on maintaining a positive attitude and a customer-centered approach. The section on overcoming objections could be juiced up a bit and many of the illustrative anecdotes could be developed more richly, but the book supplies significant expertise for newer sales professionals - and that alone, we believe, should make it an easy sell.
4 von 4 Kunden fanden die folgende Rezension hilfreich
Legitimate Start. 31. Oktober 2007
Von Anthony Toupuissant - Veröffentlicht auf Amazon.com
Format: Gebundene Ausgabe
This book takes off to a good start. The tone is straightforward. The first three elements in the sales process are focused on improving the odds that the prospect will spend time with us. Seeing things from the other person's point of view is the backbone of the "Sales Advantage" approach to selling.

The content in this book does a good job selling itself to you while it teaches you how to sell to others. However, being a partial offshoot of "How to Win Friends and Influence People" you tend to find the same excessive rambling you found in this earlier work.

The Sales Advantage tools and principles can energize your selling efforts. They can empower you, challenge you, and give you a new level of confidence in your sales abilities. The objective of The Sales Advantage is to strengthen the performance and behavior of salespeople. The concepts provide a repeatable sales process that helps salespeople to sell from a buyer's point of view.

Written in step-by-step form, the Sales Advantage will enable any person in sales to design a win-win selling model. This how-to guide has chock full of examples covering a gamut of sales undertakings. Your attitude makes all the difference in whether the tools will motivate you to build the solid customer-focused relationships you need for long-term success in selling.

Learning how to sell using the Sales Advantage tools and principles will increase the odds that we will overcome sales challenges successfully. How? By learning to see the buying and selling process from the customer's point of view.

FEW IDEAS:

1) Get around people who are passionate about selling.

2) Read, Watch, and listen to inspirational material.

3) Talk to customers who love the product or service you sell.

4) Write out your vision and invest yourself emotionally in your job.

THREE THINGS TO KEEP IN MIND:

1) You get the sales advantage by learning how to use the tools and principles.

2) You keep the advantage by committing to practicing the use of the tools, day in and day out, until they become second nature.

3) You sell more than ever by having the right attitude about selling, by building customer-focused relationships, and by looking for ways to get out of your comfort zone and try something different.
2 von 2 Kunden fanden die folgende Rezension hilfreich
A human relationship approach to sales 16. März 2006
Von J. S. Gedymin - Veröffentlicht auf Amazon.com
Format: Audio CD
In any field, sales people must deal with people. There is no Mr. IBM or Ms. Microsoft - there are just people. We make sales too complicated when we overlook that people do the purchasing, even in complex teams - people just want someone to listen to their needs and provide a solution with some integrity. Dale Carnegie's Human relations approach boils it all down to sincerely trying to see things from the buyer's point of view, and just be honest! Wow - what a concept! It's important to read "How to win friends" first to really get the human relationship princples down pat. Then read this book - and then go make some sales!
Waren diese Rezensionen hilfreich? Wir wollen von Ihnen hören.