The Giants of Sales: What Dale Carnegie, John Patterson, Elmer Wheeler, and Joe Girard Can Teach You About Real Sales Success by Tom Sant

Product Code: 9780814472910
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Publisher: AMACOM Div American Mgmt Assn, 2006    ISBN:    0814472915, 9780814472910
What are the origins of the modern techniques of selling? Who came up with them and why do they work? In The Giants of Sales, answers to these questions are explored through four historical sales giants: John Henry Patterson, Dale Carnegie, Elmer Wheeler and Joe Girard.Chronicling their rags-to-riches personal histories, Sant details their ideas and how they applied them, and offers examples of how they work in the 21st century. For example, Elmer Wheeler once did research on more than 10,000 specific sentences with over 19 million people to see which ones were the most persuasive. The Giants of Sales shows how such time-tested methods still work today.


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