Management Links

"Profitability is the Key to Value. If You've Got it, Flaunt It. If You Don't Have It, Get It (business strategy). If You Can't Get It, Get Out (capital strategy)."

--- Bill Fruhan, Professor of Finance, Harvard Business School, author of: Financial Strategy: Studies in the Creation, Transfer, and Destruction of Shareholder Value.

(Coca-Cola), Sanders Rowland with Bob Terrell (1986). Papa Coke: Sixty-Five Years Selling Coca-Cola. (Asheville, NC: Bright Mountain Books, 224 p.). Rowland, Sanders, 1906- ; Coca-Cola Company; Sales personnel--United States--Biography.

(Domino's), Donald J. Vlcek, Jr. with Jeffrey P. Davidson (1992). The Domino Effect: How To Grow Sales, Profits, and Market Share Through Super Vision. (Homewood, IL: Business One Irwin, 270 p.). Domino's Pizza (Firm); Sales management; Industrial management; Pizza industry--United States.

(Ferrari North America) Gian Luigi Longinotti-Buitoni with Kip Longinotti-Buitoni (1999). Selling Dreams: How To Make Any Product Irresistible. (New York, NY: Simon & Schuster, 335 p.). Businessman, President/CEO of Ferrari North America. Selling--Psychological aspects; Marketing--Psychological aspects.

(S. Lichtenberg & Co.), Carl Goldstein (2007). Behind the Curtain: Life of a Salesman. (Philadelphia, PA: XLibris, 128 p.). Sales executives--United States--Biography; sales--textiles. Senior VP, S. Lichtenberg & Co. Commentary on state of American business, its strengths and weaknesses

(Mary Kay Cosmetics), Gillian Hennessy-Ortega (2005). It's Not Where You Start But Where You Finish! The Remarkable Story of How G. Ortega Became One of the Country's Top Sales Professionals. (Hoboken, NJ: Wiley, 208 p.). National Sales Director, Mary Kay, Inc. Hennessy-Ortega, Gillian; Mary Kay Cosmetics; Selling; Selling--Vocational guidance; Success in business. 

(Microsoft), Doug Dayton (1997). Selling Microsoft: Sales Secrets from inside the World's Most Successful Company. (Holbrook, MA: Adams Media Corp., 307 p.). Microsoft Corporation; Selling--Case studies; Selling--Computer programs--Case studies; Computer software--Marketing--Case studies.

(National Cash Register), Roy Wilder Johnson (1932). The Sales Strategy of John H. Patterson, Founder of the National Cash Register Company. (Chicago, IL: The Dartnell Corp., 344 p.). Patterson, John Henry, 1844-1922; National Cash Register Company; Salesmen and salesmanship.

(National Cash Register), George Francis Taubeneck (1937). They Didnt' Know They Wanted It; How John H. Patterson Developed the Specialty Selling Formula. (Detroit, MI: Business News Publishing Co., 222 p.). Patterson, John Henry, 1844-1922; National cash register company, Dayton, O.; Salesmen and salesmanship.

(Pfizer), Jamie Reidy (2005). Hard Sell: The Evolution of a Viagra Salesman. (Kansas City, MO: Andrews McMeel Pub., 224 p,). Pfizer Salesman from 1995 to 1999. Selling--Drugs--Popular works; Sildenafil--Popular works. Pharmaceutical sales.

(Ronco Inventions LLC), Ron Popeil with Jefferson Graham (1995). The Salesman of the Century: Inventing, Marketing and Selling on TV: How I Did It and How You Can Too! (New York, NY: Delacorte Press, 306 p.). Popeil, Ron; Businesspeople--United States--Biography; Success in business--United States; Inventions--United States--Marketing; New products--United States--Marketing; Television advertising--United States; Teleshopping--United States.

(Xerox), David Dorsey (1994). The Force. (New York, NY: Random House, 315 p.). Xerox Corporation, Sales Executives, Office Equipment Industry.

(Z-Systems), B. B. Abraham (2001). Jakarta Journal: Confessions of a Software Road Warrior. (Omaha, NE: iUniverse, 135 p.). Abraham, B. B., software; sales executives--United States.

Pierre Berton (1963). The Big Sell; An Introduction to the Black Arts of Door-to-Door Salesmanship & Other Techniques. (New York, NY: Knopf, 239 p.). Salesmen and salesmanship--Anecdotes, facetiae, satire, etc.

Frank Bettger (1992). How I Raised Myself from Failure to Success in Selling. (New York, NY: Simon & Schuster, 192 p. [orig. pub. 1949]). Bettger, Frank; Sales personnel--Biography; Selling--Psychological aspects.

Nicole Woolsey Biggart (1989). Charismatic Capitalism: Direct Selling Organizations in America. (Chicago, IL: University of Chicago Press, 223 p.). Direct selling--United States; Sales personnel--United States; Commercial agents--United States.

Robert C. Blattberg, Scott A. Neslin (1990). Sales Promotion: Concepts, Methods, and Strategies. (Englewood Cliffs, NJ: Prentice Hall, 513 p.). Blattberg-Polk Brothers Distinguished Professor of Retailing at the Kellogg School of Management (Northwestern University). Sales promotion.

Lee Boyan (1989). Successful Cold Call Selling: Over 100 New Ideas, Scripts, and Examples from the Nation's Foremost Sales Trainer. (New York, NY: American Management Association, 275 p. [2nd ed.]). Selling; Direct selling; Telephone selling.

Richard Cummings (1987). Contemporary Selling. (San Diego, CA: Harcourt Brace Jovanovich, 512 p.). Selling.

Asaf Darr (2006). Selling Technology: The Changing Shape of Sales in an Information Economy. (Ithaca, NY: Cornell University Press, 143 p.). Senior Lecturer in Organization Studies (University of Haifa, Israel). Selling--High technology; Selling--Technological innovations; Selling--Social aspects; Information technology--Social aspects. Look at high-tech markets from within, through the experience of salespeople, purchasing agents, engineers who construct markets for emergent technologies through daily sales interactions.

James F. Evered (1982). A Motivational Approach to Selling. (New York, NY: AMACOM, 232 p.). Selling.

Walter A. Friedman (2004). Birth of a Salesman: The Transformation of Selling in America. (Cambridge, MA: Harvard University Press, 368 p.). Co-Editor (Business History Review). Sales management--United States. 

Charles Futrell (1992). Personal Selling: How To Succeed in Sales. (Homewood, IL: Business One Irwin, 509 p.). Selling; Sales management; Selling--Case studies; Sales management--Case studies.

--- (2001). Sales Management: Teamwork, Leadership, and Technology. (Fort Worth, TX: Harcourt College Publishers, 568 p. [6th ed.]). Sales management.

--- (2003). Fundamentals of Selling: Customers for Life. (Boston, MA: Irwin/McGraw-Hill, 448 p. [8th ed.]). Selling.

--- (2003). ABC's of Relationship Selling. (Boston, MA: McGraw-Hill, 470 p. [7th ed.]). Selling.

Joe Girard with Robert Casemore (1995). Mastering Your Way to the Top: Secrets for Success from the World's Greatest Salesman and America's Leading Businesspeople. (New York, NY: Warner Books, 242 p.). Selling; Success in business--United States; Sales executives--United States; Businesspeople--United States; Businesswomen--United States.

Gerhard Gschwantdner (2006). Everything I Know About Sales Success: The World’s Greatest Business Minds Reveal Their Winning Secrets. (New York, NY: McGraw-Hill, 224 p.). Founder and Publisher of Selling Power. Businesspeople--Biography; Chief executive officers--Attitudes; Executive ability--Case studies; Leadership--Case studies; Success in business--Case studies. Insights into sales success of some of most highly respected names in business; diverse array of "patterns of success".

Richard Hodge and Lou Schacter (2006). The Mind of the Customer: How Great Companies like UPS, Lexus, and Nokia Have Reinvented the Sales Process To Accelerate Their Customers' Success. (New York, NY: McGraw-Hill, 242 p.). Founder, Real Learning Company; Senior Vice President for Design and Development at the Real Learning Company. Selling; Success in business. Four-pillared approach: 1) Understand; 2) Create; 3) Communicate, 4) Manage.

Edwin P. Hoyt (1962). The Supersalesmen. (Cleveland, OH: World Pub. Co., 281 p.). Salesmen and salesmanship.

Guy Kawaski (1992). Selling the Dream: How to Promote Your Product, Company, or Ideas, and Make a Difference Using Everyday Evangelism. (New York, NY: HarperBusiness, 337 p.). Selling; Sales promotion; Marketing--Management; Product management.

Gian Luigi Longinotti-Buitoni with Kip Longinotti-Buitoni (1999). Selling Dreams: How To Make Any Product Irresistible. (New York, NY: Simon & Schuster, 335 p.). Businessman, President/CEO of Ferrari North America. Selling--Psychological aspects; Marketing--Psychological aspects. Dream (designer) products must be created, must prophesy customers' future wants, must attach themselves to customers, must modify customers' perceived added-value to magnify dream's impact. 

Ed. Jeff Martin (2008). The Customer Is Always Wrong: The Retail Chronicles. (Berkeley, CA: Soft Skull Press, 192 p.). Sales personnel --Humor; Selling --Humor. Retail selling as rite of passage. Cross-section of writers, humorists captures mundane tasks, indignant exchanges with impossible customers in hilarious collection of personal essays.

Richard Maxwell and Robert Dickman (2007). The Elements of Persuasion: Use Storytelling Techniques to Pitch Better, Sell Faster, and Win More Business. (New York, NY: Harper, 256 p.). Selling; Persuasion (Psychology); Success in business--Psychological aspects; Business communication; Storytelling. Successful communication through narrative. Five major components of communicating through narrative: Passion, Hero, Antagonist, Action.

Smith McLandress (1977). Traveling Man: The Adventures of a 20th Century Salesman. (Appleton, WI: McLandress, 344 p.). McLandress, Smith, 1899- ; Traveling sales personnel--United States--Biography; Paper industry--United States.

Robert B. Miller and Stephen E. Heiman, with Tad Tuleja (1985). Strategic Selling: The Unique Sales System Proven Successful by America's Best Companies. (New York, NY: Morrow, 319 p.). Selling.

Robert B. Miller and Stephen E. Heiman with Tad Tuleja (1987). Conceptual Selling: The Revolutionary System for Face-to-Face Selling Used by America's Best Companies. (Berkeley, CA: Miller-Herman, 320 p.). Selling.

Art Mortell (1973). Anatomy of a Successful Salesman. (Rockville Centre, NY: Farnsworth Pub. Co., 207 p.). Selling; Success in business.

--- (1991). World Class Selling: How To Turn Adversity into Success. (Chicago, IL: Dearborn Financial Pub., 223 p.). Selling; Success in business.

Don Peppers (1995). Life's a Pitch: Then You Buy. (New York, NY: Doubleday, 261 p.). Sales promotion; Selling; Persuasion (Psychology).

Don Peppers and Martha Rogers (1993). The One to One Future: Building Relationships One Customer at a Time. (New York, NY: Doubleday, 443 p.). Market segmentation; Sales promotion; Consumers' preferences; Customer relations.

James W. Pickens (1989). The Art of Closing Any Deal: How To Be a "Master Closer" in Everything You Do. (New York, NY: Shapolsky Publications, 254 p.). Selling; Sales management.

Neil Rackham (1988). SPIN Selling. (New York, NY: McGraw-Hill, 197 p.). Selling. 

Neil Rackham, Richard Ruff (1991). Managing Major Sales: Practical Strategies for Improving Sales Effectiveness. (New York, NY: HarperBusiness, 259 p.). Sales management.

Neil Rackham, John R. DeVincentis (1999). Rethinking the Sales Force: Redefining Selling To Create and Capture Customer Value. (New York, NY: McGraw-Hill, 308 p.). Sales management; Selling.

Penrose Scull with Prescott C. Fuller (1967). From Peddlers to Merchant Princes; A History of Selling in America. (Chicago, IL: Follett Pub. Co., 274 p.). Selling--History.

Anneke Seley and Brent Holloway (2008). Sales 2.0: Improve Business Results Using Innovative Sales Practices and Technology. (Hoboken, NJ: Wiley, 256 p.). Designer of Oracle's Inside Sales Operation; Manages Sales Team at Verint Systems. Selling --Data processing; Selling --Technological innovations; Sales management --Technological innovations. How new web technologies are transforming sales practices; emerging Sales 2.0 phenomenon - new approach to generating revenue; how it is characterized, why it is imperative for company’s long-term success, how anyone can get started; how to redeploy sales teams for greater bottom-line results; differences between Sales 2.0, traditional selling; how industry leaders achieved phenomenal results, competitive advantage.

Clara C. Shih (2009). The Facebook Era: Tapping Online Social Networks to Build Better Products, Reach New Audiences, and Sell More Stuff. (Upper Saddle River, NJ: Prentice Hall, 236 p.). Founder, Board of Member of Camp Amelia Technology Literacy Group. Facebook (Electronic resource); Business enterprises --Computer networks; Online social networks. How business people can leverage social networking to change way they do business, profit from it.

Robert L. Shook (1978). Ten Greatest Salespersons: What They Say about Selling. (New York, NY: Harper & Row, 194 p.). Sales personnel--United States--Interviews; Selling.

--- (1995). The Greatest Sales Stories Ever Told: From the World's Best Salespeople. (New York, NY: McGraw-Hill, 247 p.). Selling; Selling--Case studies.

Compiled by Robert L. Shook, Eric Yaverbaum. (1996). I'll Get Back to You: 156 Ways To Get People To Return Your Phone Calls. (New York, NY: McGraw-Hill, 190 p.). Telephone selling.

Earl Shorris (1994). A Nation of Salesmen: The Tyranny of the Market and the Subversion of Culture. (New York, NY: Norton, 352 p.). Selling--History; Selling--Social aspects--History; Sales personnel--United States--History.

Tim Smith (2001). Loyalty-Based Selling: The Magic Formula for Becoming the #1 Sales Rep. (New York, NY: AMACOM, 162 p.). Salesman. Selling; Customer loyalty.

Timothy B. Spears (1995). 100 Years on the Road: The Traveling Salesman in American Culture. (New Haven, CT: Yale University Press, 300 p.). Traveling Sales Personnel in Literature, American Literature.

Nadine A. Thompson, Angela E. Soper (2007). Values Sell: Transforming Purpose into Profit Through Creative Sales and Distribution Strategies. (San Francisco, CA: Berrett-Koehler, 163 p.). Selling; Physical distribution of goods--Management; Social responsibility of business; Success in business. 

Jacques Werth and Nicholas E. Ruben (1996). High Probability Selling: Re-Invents the Selling Process. (Newtown, PA: Abba, PA, 178 p.). Selling.

Carol S. Wharton (2002). Framing a Domain for Work and Family: A Study of Women in Residential Real Estate Sales Work. (Lanham, MD: Lexington Books, 165 p.). Women real estate agents; Women in real estate. 

Jack Wichert (1984). How To Be a Successful Salesperson. (Englewood Cliffs, NJ: Prentice-Hall, 205 p.). Selling.

Larry Wilson with Hersch Wilson (1987). Changing the Game: The New Way to Sell. (New York, NY: Simon & Schuster, 286 p.). Selling.

Zig Ziglar (2003). Selling 101: What Every Successful Sales Professional Needs To Know. (Nashville, TN: Thomas Nelson Publishers, 102 p.). Selling; Success in business. 



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