Book Description

Rainmakers make the big bucks. For their companies and for themselves. Here’s how.

The rainmaker is the person who brings big clients, big money, and big deals into an organization. How do they make the rain fall? Waiting for luck won’t do, a very particular human being must get involved. Successful rainmakers are among the highest-paid employees in every company in every industry. They operate under many titles—owner, partner, sales representative, CEO, agent, managing director, and fund-raiser.

Author Jeffrey Fox is a rainmaker who knows how to talk about his gift. He pursues revenues and, in his sharp, witty style, takes you along for the ride. This hard-hitting
collection of sales and marketing stories is packed with fifty smart, no-nonsense tips that show you how to succeed with any customer.

Fox will explain the Rainmaker’s Credo, why customers don’t care about you, the six killer sales questions, why you should dare to be dumb, and why breakfast meetings bring rain. He’ll help you discover why you should never be “in a meeting,” why earthquakes don’t count, why you should sell on Friday afternoons, and other critical skills. If becoming a rainmaker is your goal—whatever your business—this program is for you.
... Read more

Reviews (41)

Making Clouds, not Rain
This short, easy read is a quick refresher course of the basic principals of selling. Mr. Fox breaks down the rainmaking, or sales execution, process into a number of sequential 'Killer Questions' designed to turn your sales target into a frienly decision maker.

As a former salesperson, I did find a number of the killer questions to be natural and direct, not pushy or canned. Mr. Fox also goes beyond simple client 'probing' and hammers at the importance of a hard days work, getting the appointment and pampering your clients once you have sold them.

I believe one should buy How to Become a Rainmaker. It is a quick read that offers enough unique material to help even the most seasoned salesperson. Will you become a rainmaker if you read this book? Nope...like every other rule in business, the rain will fall if you APPLY Mr. Fox's ideas.

Read once -- and then refer to it frequently
I was disappointed at first when I received this book. It was too small and slim to be useful, I thought. Wrong! It's full of good ideas and timely reminders for anyone who makes their living from causing and fulfilling other people's buying decisions.

As a consultant (rather than a product salesperson), some of the product-oriented advice wasn't applicable to my practice. The advice to "dollarize" customers' benefits are easier with "hard products" than they are with "soft services," but Fox does not address this challenge.

Those issues aside, I like the short but intense style, with each of the chapters taking little more than 2-3 pages (500-750 words). I remember watching a friend of mine, an antiques dealer, work with a customer. I thought, "He forgot to ask killer sales question number...," letting the customer leave the store even after expressing specific interest in purchaing an item. The book's style allows one to easily remember snippets like the six "killer sales questions" (each with its own chapter).

This is not a huckster's book, either. There's a heavy message of respect for the customer, fair dealing, not wasting time (yours OR your customer's), and attentiveness to the customer's wishes. Rainmakers thrive on relationships, not "quick kill" sales.

Fox also discusses this when addressing prospecting. He recommends prospecting a reasonably small number of targeted customers and investing time and effort in each one. PLan repeat contacts progressing toward a sale. Don't scatter your time and talents all over the board, mistaking effort for accomplishment.

"Rainmaker" is a valuable addition to my consulting library, and its compact size will make it easy to carry along with me for inspiration and recollection.

Simple minded and trite
I am sure that this book is handed out at many a company meeting. Too bad it does not have any substance to it. This book is merely a collection of stale and cliche ridden sales tips (though they have been changed enough to prevent any copyright lawsuits!). If you are looking for real sales tips, dont' buy this book. Rather, go to Google and search for sales tips. If you are a manager looking for a way to make your boss think you are motivating the troops, order this book. It might help your next review. This book is basically this year's "Who Moved my Cheese" or the fish throwing book.

just what I needed
I'm new to sales, so this book was great for me. I got a lot of help from it. I needed to sell my car among few other things, so i decided to go for this book because it didn't look like some sales bible filled with tons of information. I needed some fast information I could use right away, and this is exactly what I got from this book.

I'm guessing that to the seasoned, experienced seller this book would be waste of money and time, but for beginner who needs some fast, to the point information, it will be very helpful.

this is what you find in this book,
** customers don't care about you, but about themselves and their problems.
** Always plan your sales call, like a sports team plans their strategy. (He tells you how)
** Help them see money. Don't sell the product, sell dollorized value. People would select the product that yield lowest total cost. (I can't explain this, it'll take too much space, read the book, but this is one of the gems from the book.)
** He tells you few "killer" sales questions and explains them, very helpful.
** Don't make cold calls, don't go for "break the ice" introduction (he explains why)

get you into trouble water
Grabbed the old stuffs and merged them into a book. It was just a salad dish, not a melting pot. The segregation fully reflected Mr. Fox's inadequacies in sales. Anyway, broken pieces were broken pieces. Good needle-works could hardly conceal.

Using the words "Killer sales question" also disclosed Mr. Fox's real attitude towards customers. A sincere salesperson will not kill her/his customers with any probing question. Sales pro does mind the wordings and will choose them carefully.

Just another bogus guru. ... Read more

Book Description

A colorful look at Avon's journey to the top
Avon is the world's largest direct sales company, with a record four million representatives in more than 140 countries worldwide. Its product line has expanded from cosmetics to vitamins, weight control products, clothing, and jewelry. In The Avon Story, author Laura Klepacki offers an in-depth look at how Avon grew from a small business selling books door-to-door to one of the world's leading cosmetics companies. Through exclusive interviews with company executives--both past and present--as well as analysts and other experts in the beauty and cosmetics industry, Klepacki reveals how Avon has built a global empire by addressing the needs and customs of women around the world as well as how it has managed to thrive in all economies even in tough times. Readers will also discover how this cosmetics powerhouse has maintained and increased its market share through new product introductions, the use of technology, appealing to different customers, including men and teens, rewarding its best performers, and giving back to society with financial support for such causes as domestic violence and breast cancer. The Avon Story also takes a look at the leadership principles that have allowed Avon to prosper over the years. Engaging and entertaining, The Avon Story offers readers a well-rounded account of one of America's most respected and successful companies.
Laura Klepacki (West Caldwell, NJ) is an experienced journalist who has covered beauty, marketing, and other consumer issues. She is the mass-market beauty editor for Women's Wear Daily, where she specializes in articles on the multibillion-dollar health and beauty care industry in the United States. She frequently travels to industry conferences to meet with senior executives and has close contacts with consultants and analysts in the cosmetics and fashion business. ... Read more

Reviews (1)

Great Idea
I think it's a great idea to have some kind of knowledge in making this business a success for everyone.I never thought they would come out with a book, but if and when it comes out, I am going to read it!Great job at making something so lucrative in helping the women of today advance further! ... Read more

Book Description

How to capture customers by learning to think the way they do

The most common complaint Bill Stinnett hears from his corporate clients is that would-be vendors and suppliers "just don't understand our business." In Think Like Your Customer, Stinnett explains why the key to landing corporate customers is to learn to think about the things executives and business owners think about and understand how they make complex buying decisions.

Drawing upon his years of experience as a Fortune 500 consultant, he offers sales and marketing professionals a powerful framework for understanding the inner workings of a business; knowing what motivates its executives and influences their buying decisions; identifying a company's organizational structure and decision-making psychology; and using that information to develop a winning strategy for influencing how and why the customer buys.

In addition, you receive:

• Solid marketing insights delivered in a fun, breezy style by a top corporate consultant and seminar leader
• Expert tips on how to maximize the value and profitability of relationships with corporate clients and customers

Book Description

FROM THE BESTSELLING AUTHOR OF SOLUTION SELLING

The program that is revolutionizing highend selling, by showing companies how to "clone" their top sales performers

CEOs would pay anything to replicate their best salespeople; CustomerCentric Selling^TM explains instead how to replicate their skills. It details a repeatable, scalable, and transferable sales process that formats the questions that superior salespeople ask, and then uses the results to influence and enhance the words and behaviors of their colleagues.

CustomerCentric Selling^TM shows salespersons how to differentiate themselves and their offerings by appealing to customer needs, steering away from making one-way presentations and toward having meaningful and goal-oriented conversations. Currently offered in workshops and seminars around the world, its program provides step-by-step directions to help sales professionals:

• Transform sales calls into interactive conversations
• Position their offerings in relation to buyer needs
• Facilitate a more consistent customer experience
• Achieve shorter sales cycles
• Integrate sales and marketing into a cooperative, cross-functional team

CustomerCentric Selling^TM details a trademarked sales process that incorporates dozens of elements, skills, and sequences into a coherent and proven methodology. By teaching a specific yet innovative model for selling big ticket, often-intangible products and services, it shows sales professionals and executives how to make the seller-buyer relationship far less adversarial, and take selling to a higher level.

Reviews (14)

Diagnose Before You Prescribe
The concepts contained in this book are not new. Their presentation, however, is.

The authors outline why people buy -- and when and from whom. It should be required reading prior to the creation of any business plan. Although the word "selling" in the title, but this book more of a business manual is a really a business book more than it is a sales manual.

There are no clever opening lines, or guaranteed PowerPoint templates. If you spend time with the book you will gain much more-an understanding of what you sell, to whom you should be selling it and where to go to find them.If your managers read it, they will develop a new a concept of how to message and manage their sales process.

Bosworth and Holland believe customer centric selling contains seven basic concepts:
1. Sales are based on conversations, not presentations.
2. Asking relevant questions versus rendering opinions.
3. Solutions rather than relationships earn buyers' respect.
4. Target businesspeople versus users.
5. Sell usage, not reliance.
6. Salespeople manage managers rather than needing to be managed.
7. Enable buyers rather than selling them.

Managers and Salespeople who spent time with this book will add value to their organizations. If you are responsible for moving product, this book is a must read.

Long awaited & satisfies!
I successfully relied on Mike Bosworth's methodology for decades as I sold "disruptive" technologies. Now a Sales and Marketing EVP, my staff, I and our customers are ready for a change.

The people who make the buy decisions now, the motivations, and every stage of the process has shifted. Buyers are more savvy. This is both a plus (it's no longer disruptive technology, but core) and a negative (because they've been burned).

These changes are met head-on in this book with practical advice that can be implemented immediately from my newbies to my seasoned reps and marketers. I'm making this text required reading for my whole staff. It helps us migrate from traditional marketing and selling to what works in today's more sophisticated environment.

Must-read for all sales & marketing people
When you know you're good and want to learn how to become great, drop what you're doing now and read this book. Co-authors Holland and Boswoth pull you up by the shorthairs to show you how to excel.

Refreshing approach to complex sales
In this book you can find a refreshing approach in order to create new opportunities to sell.
Showing how to detect the capabilities your current prospect needs in order to reach his goals you can advance in the sales process without the pain and stress that all profesional sales people suffer.
The steps that Customer Centric Selling offer can help you to clarify your real chances to close a deal and this way focus your time, efforts and resources in the prospect where you can add more value.

Required reading for execs
As reviewed in our January 6, 2004 issue:

Let's cut to the chase: This is the best book on sales we've read in many, many years.

"CustomerCentric Selling" doesn't break new ground with sales tricks and techniques; rather, its strength is in the fact that it ties sales, marketing, and business imperatives together in a way that has the potential to turn conventional selling approaches on their collective ears.

In fact, there's a bit of a paradox here: If you're a dyed-in-the-wool software sales rep with a quota to meet or beat, you may be disappointed in this book, because you won't find any magic bullets you can employ to meet your month-end number.

If you are that beleaguered sales rep, you may even find yourself annoyed with Bosworth and Holland, because their message is that your obsession with quotas is misguided. That's easy for them to say, right? They don't have a sales VP banging them on the head every Monday morning.

But that's exactly the point: If you're that rep, get your sales VP to read "CustomerCentric Selling" Better yet, get the company's CEO, CFO, COO, CTO, VP marketing, investors, and board of directors to read it.

"CustomerCentric Selling" does such a superb job of outlining why people buy -- and when and from whom -- it should be required reading prior to the creation of any business plan.

Yes, it has the word "selling" in the title, but this book is a really a business book more than it is a sales manual.

Bosworth and Holland won't give you 15 clever opening lines for telesales, or 12 terrific PowerPoint templates. But they will help you understand what it is that you're selling, whom you should be selling it to, where you should find them, and how you can refine and manage the messaging as well as the sales process.

In other words: Read this book when you're ready to stop screwing around. Read this book when you've realized that selling to early adopters isn't really selling, it's order-taking. Read this book if you're tired of acting as referee between marketing and sales.

Although "CustomerCentric Selling" isn't written specifically to software people, the fact that the authors have spent most of their lives with technology companies permeates every page. Because it applies a sales perspective to Geof Moore's chasm concepts, the relevance for software companies is very high indeed. ... Read more

Book Description

The worlds foremost producer of personal development and motivational audio programs offers an expanded version of Brian Tracy's sales classic.

The Unsuccessful Salesperson says, "the other guy has the best territory."
The Successful Salesperson says, "every territory is the best one."
The Unsuccessful Salesperson says, ""that company will never buy."
The Successful Salesperson says, "I can make that company buy."

Confidence and self-esteem are just two of the factors that separate the successful salesperson from the unsuccessful one. In this comprehensive program, Brian Tracy -- an expert sales tainer -- shares more than 50 practical, day-to-day techniques for increasing your confidence in your sales abilities and boosting sales profits, including:

• The two major "motivating" factors in closing a sale
• The three "hot buttons" to push when selling to businesses
• How to avoid the five simple errors that spell the difference between success and near-success

Brian Tracy will help you master the art of closing the deal. ... Read more

Reviews (13)

Brian Tracy is the best
Selling is so much more than fast talking and the gift of gab. To truly selling, you need to understand the mental game: of yourself, the buyer, and the prospect. Brian delves into all aspects to produce a program that is rock solid. The Psychology of Selling covers all the basis from prospecting to closing to overcoming objections. Adhering to the sales philosophy of kiss (keep it simple silly), this is a quick listen for anyone looking to boost their sales.

Todd Natenberg, Author of the book, "I just got a job in sales. Now what?" A Playbook for Skyrocketing Your Commissions

Tracy is top notch
Some people might look for inconsistencies to Tracy's advice, however, this series has helped me improve my sell's skills more than any other sale's instruction that I have listened to or read. If you you are looking for an academic approach to psychology and selling this book will not include a large amount of quoted research. However, if you are looking for some ideas and skills to apply to interacting with clients or prospects this series is a wealth of practical information. I have yet to find a self help book free of inconsistencies or unsubstantiated data. Psychology of Selling is not an exception but it has too much practical benefits to pass up the knowledge out of a lofty sense of academic integrity.

The modern way to sell
Brn Tracy's approach to selling may be a turn off to car salespeople and telemarketers, but is a breath of fresh air to all real salespeople.Tracy takes a consultative approach to selling. He teaches you how to ask questions, not merely read a script. He shows you how to build rapport and trust. And most importortly, he shows you how to create win/win situations with your clients.I also recommend Advanced Selling Strategies by Tracy and the unabridged audio tape program from Nightingale-Conant The Psychology of Selling and Advanced Selling Techniques.Your sales will soar and you will create happy customer relationships.

One of the best
Brian Tracy has been a favorite for about 15 years. His approach to sales is direct and to the point. He discusses the importance of relationships, of having the customer know you care, of good listening and question asking. He speaks about solution selling and consultative selling. Brian has taken more than 20 years of his experience, successes and mistakes, to come up with this incredible program. I prefer the unabridged version, but this abridged version provides you with some very valuable information, strategies and techniques.

For those who found Brian Tracy's work lacking, I wonder if they really listened to the program? I also wonder if they are nearly as successful, in career, personally and financially as Brian Tracy? I detect a note of sour grapes, probably due to the ego destroying way in which Brian nets out his simple program. Heck, as with most things, if the information is not applied or acted on, then the information is useless.

This is great stuff, and it has been proven to stand the test of time. New to sales or a seasoned vet? Give this a listen. I'll bet you find some things that you stopped doing or maybe a few new things to reignite your career. Listen, take notes, and take action on this material.

I also recommend the "The Accidental Salesperson". Great stuff, that works!

Should be called "The Art of Deceit and Manipulation"
I picked up this book as a primer on selling, as I had heard good things about Brian Tracy's previous works. While it did provide an overview of selling techniques, what I heard was a review of selling techniques that I thought (perhaps hoped) had gone out of vogue many, many years ago.

For example, in order to "sell better" he suggests that confidence is key. And in order to shore up confidence, he recommends saying "I like myself, I like myself, I like myself..." over and over to oneself. Then he describes multiple ways to deceive and manipulate prospects so that they will buy your products.

Here's a radical concept: instead of this approach, what if salespeople increased their knowledge of their products, worked to understand their prospects' business and business problems, then worked collaboratively with them to solve their problems? Thereby increasing the salesperson's success, maintaining their integrity and thus building a basis for authentic self-confidence?

Nah, I guess that would take too much work.

There is absolutely nothing new here. In fact, the techniques it espouses are exactly the stereotypical "sales techniques" that have led this profession to be viewed with such disdain among the public at large. Very interesting, given that Mr. Tracy opens his talk with an assertion that the sales profession is a noble one (a view that I share, overall) and has somehow just gotten a bad rap. I'd suggest that books like this are a part of that problem. ... Read more

Book Description

The classic motivational parable (over 500,000 copies sold worldwide) that shows you how to make your own opportunities in life, updated for the modern reader by bestselling business author Alan Axelrod

Ever since its first printing by William Randolph Hearst in 1921, The Go-Getter has inspired employees and entrepreneurs to take initiative, increase their productivity, and excel against the odds. Now, more than half a million copies later, Alan Axelrod, bestselling author of Patton on Leadership and Elizabeth I, CEO, updates the tale to address today's most pressing work issues.

In The Go-Getter, Bill Peck, a war veteran, persuades Cappy Ricks, the influential founder of the Rick's Logging & Lumbering Company, to let him prove himself by selling skunk wood in odd lengths-a job that everyone knows can only lead to failure. When Peck goes on to beat his quota, Rick hands Peck the ultimate opportunity and the ultimate test: the quest for an elusive blue vase. Drawing on such classic values as honesty, determination, passion, and responsibility, Peck overcomes nearly insurmountable obstacles to find the vase and launch hia career as a successful manager.

In a time when jobs are tight and managers are too busy for mentoring, how can you maintain positive energy, take control of your career, and prepare yourself to ace the tests that come your way? By applying the timeless lessons in this compulsively readable parable, employees at all levels can learn to rekindle the go-getter in themselves.
... Read more

Reviews (16)

Great selection for anyone who needs a "jump start" in life.
I give this book a '10' because it is short, in a story format, and has surpassed the test of time. Many "motivational" books are long; too long for someone who is busy and needs information to the point. I read this book in an hour and really felt like I was involved with the main character.

It Shall Be Done
This book is a must read for businessmen, educators, coaches, and anyone who feels like they are in need of a lift! The parable in this book is a great motivator. In today's world where most everyone is trying to find the easy way out and pass the buck, this book teaches you to be on the lookout for what may seem like a dubious task, but in actuality is a "blue vase" test! I read this book in about two hours, easy reading! Should be required in all schools.

Be a Go Getter at all costs?
The one good thing I learned from this book is that to be successful you have to live with the motto "it shall be done".

While the author thinks this is a great motto to live by, I question if this is really a good motto for someone to live by.

For example if you want to make 10 sales each day, and you work 14 hours a day to make it happen every day for years on end - thereby forgetting about your family and relationships, you may have attained wealth, but you will not have a balanced life.

Ok. You get my point. It's good to be a go-getter, but you need a balance too.

I highly recommend you read Cheryl Richardson's book, Take Time For Your Life, together with this one.

Zev Saftlas, Author of Motivation That Works: How to Get Motivated and Stay Motivated

Great Motivational Audio Book
A great little book that is a sort of "pick me up." I borrowed the book from the library on audio CD. It is a short little book, so even an unabridged audio was not very long. The Go Getter is a fanciful parable about the payoff of being a hard worker and being determined to get things done. The story is simple, direct, and motivational. It raises the listener's spirits without preaching. It was great fun and appropriate for any audience. The reader spoke clearly and with a feeling appropriate to the material. It was very comfortable listening.

a must for every personal library
ever failed to complete a task or project? did you have a good excuse? i am sure that you did... first, for yourself. then for others. when you are ready to stop making excuses and start achieving results, buy this book. if i could only have ten books on my bookcase, this would be one of them! ... Read more

Book Description

"An excellent 'ready reference' both for copywriters and for those entering the field." -- Robert Goldsborough, Special Projects Director Advertising Age"Holy smoke! This is amazing! A thesaurus for advertising copywriters. Where has it been all my life?" -- Denny Hatch, EditorTarget MarketingSix seconds. That's all you have to grab your prospect's attention and make a sale. Use the right phrase or slogan, however, and you've made your sale. Use the wrong one, and you've lost your opportunity . . . maybe forever. Choosing the right phrase or slogan is vital to your success. And so is Phrases That Sell. It's the ultimate resource for anyone needing hands-on, instant access to the key phrases, slogans, and attention grabbers that will gain more attention and sell more product. Organized by category . . . indexed and cross-referenced for ease of use . . . loaded with expert advice on how to write copy that sells, Phrases That Sell covers everything, including those hard-to-describe product and service qualities and those product/service attributes that are subtle or abstract. It has 143 selling phrases to describe service, 153 for fun, 341 covering style and design, 180 phrases related to price, and much more! In this book you'll find:

• 5,000+ sales phrases for consumer and business-to-business products and services
• a copywriter's primer called "10 Basic Rules of Copywriting," with insider's tips on usage
• a special section on the seven steps to writing winning slogans
• Expert advice on how to target your message to specific audiences

Reviews (6)

Awful and depressing
Anyone who's watched TV or looked at newspapers or magazine ads an average amount during their lifetime could put together this list of cliches and hackneyed, mendacious phrases. Could be useful as a guide to what to avoid, but I would die before using it in the way intended.

Excellent Help for the Writer
As a professional copywriter I will tell you that this is an excellent book and you would be well advised to have it at hand every time you write anything that is important to you --- especially sales letters and advertising material.

Is Perfect Too Strong of A Description?
I have used the previous book "Words that Sell" as one of my secret copywriting tools for years.

This is the perfect companion. I can't imagine anyone who writes not finding this a gold mine of idea starters.

It works.
It saves you time, stress and heartache. While not the most original phrases you'll hever hear, it's a great source of inspiration.

Wordsmithing? Not a problem!
This book and it's now out-of-print companion, Words that Sell, are a must for anyone who writes corporate sales education. The information is logically arranged and easy to access. As the book would say, it simplifies your life and makes your job easier - kiss your hassles goodbye! ... Read more

Book Description

Can You Really Get Paid to Shop?If you are looking for a flexible, fun way to make extra money, mystery shopping may be for you! You can get paid to shop, eat in restaurants, get your hair cut, go to the movies and more . . . and Cathy Stucker will show you how.

This newly updated and expanded edition of the industry-favorite guide is jammed with tips and insider knowledge from mystery shopping companies. Both beginners and experienced mystery shoppers will become better, more successful shoppers with the information in this manual, including:

o Why businesses are willing to pay you to shop.

o A step-by-step plan to get started.

o Who hires mystery shoppers and how to contact them.

o What to do--and what not to do--when working with mystery shopping companies.

o Tips for shopping "undercover" without being discovered.

o What you should say in your reports and how to say it.

o How to get more mystery shopping assignments and how to get the best assignments. ... Read more

Reviews (14)

Don't "Shop" until you "Drop" the money for this book!
For someone who wants to cut through the hype and get to the nitty-gritty of mystery shopping, Cathy Stucker's "The Mystery Shopper's Manual (5th Edition) is the book for you.

I've been mystery shopping for three years now, and Cathy's book provided the information I needed to get started. None of the -"Get rich mystery shopping!"scams, or attempts to sell mystery shopping as a way to make easy money with little or no skills required--- graces the pages of this book. Not to mention the come-ons (I get e-mails daily on these) that promise that mystery shoppers keep designer clothes, eat in five-star restaurants or take home merchandise worth hundreds of dollars.

Her advice is sound (based on years of experience as a mystery shopper herself) and you know within a few pages that she knows that she's talking about! She views mystery shopping as a profession and offers practical advice to those who might want to get in the business as well as for those who already are. She points out common mistakes that shopper make, how to contact people who hire mystery shoppers, and how to get the prime assignments. Her book even features a mystery shopper application. Very helpful for someone who wants know exactly what are the requirements needed to become a mystery shopper.

In short, The Mystery Shopper Manual is a "how to" book written by someone who "did" it. And "does" it. Cathy continues to mystery shop and passes on what she has learned over the years.

On a personal note here: In August 2003 I attended the "Mystery Shopper Gold Certification Workshop" in Seattle and was surprised (and delighted)when I saw that it was Cathy who had developed the Mystery Shopping Providers Association workbook that I was holding in my hand.

A perfect match, I thought. The Mystery Shopping Provider Association having Cathy Stucker as spokeswoman as well has having her author the manual that was used as the "Bible" for the conference.

If you're serious about pursuing mystery shopping as a legitimate part-time income opportunity, I do believe that this is the book for you!

Great Info and Tons of Leads
This book made it so easy to get started--All the mystery shopping leads will keep me busy for a long time.I like that the information comes straight from mystery shopping companies, so I know that it's true.
The Action Plan, which outlined what I needed to do, step-by-step, was especially useful.Beth O'Malley

Perfect book for new mystery shoppers!
This book is very informative and I can attest to most of its accuracy. I have been mystery shopping for National Shopping Service for years and love it. They have some really fun mystery shopping opportunities and the pay is pretty good. This would be a great company to get started with as they are very big and have a ton of clients. You can sign up online on their website at http://www.nationalshoppingservice.com.

No real information
This book is over priced. There is nothing in it that can't be found for free by doing a basic search just using the words "mystery shopping"

Substantive, realistic and helpful
I read this book out of curiosity about what mystery shoppers do and who hires them. Cathy Stucker offers real-world knowledge about what mystery shoppers do, how to get such work, what you can expect in the way of earnings and much, much more. The book is also attractive and well-written and even includes an easy-to-use directory of companies looking for mystery shoppers. ... Read more

Book Description

no description ... Read more

Reviews (6)

Not as useful as SPIN Selling. Too much repitition
I read SPIN Selling and became a fan.

Then I bought this. Its so-so. The author did not really have material enough for a complete book so he borrows from SPIN Selling (which is to be expected, I guess), but he repeats himself too much.

There is a point that is made, then some anecdotes, some common sense, then the point is repeated, almost word by word, and at the end of the chapter the summary covers the point again.

A little disappointing actually. Maybe 3 stars is too much.

Built To Last Major Account Sales Strategy
Unlike most developers of major account sales strategy, Neil Rackham methodically backs up his analysis of the buyer circle with in-depth research. To develop his major account sales strategy, Rackham has observed and analyzed a large number of high dollar value sales made around the world. Rackham convincingly shows that effective selling strategy is built on a thorough understanding of customers and the concerns they can have at each phase of a sale. Mastering that strategy, of course, requires, a lot of hard work and practice from salespersons determined to make the difference at the end of the day. Rackham successively reviews these phases that he has identified as: account entry strategy, recognition of needs, evaluation of options, resolution of concerns, sales negotiation, as well as implementation and account development.

1. In analyzing "Account Entry Strategy", Rackham successively explores the focus of receptivity, the focus of dissatisfaction, and the focus of power as well as the pitfalls associated with them. Because coaching, in our culture, has a positive connotation, few professionals will turn down the chance to demonstrate to a fellow professional their expertise and the usefulness of their connections. For that reason, successful salespeople identify, nurture, and leverage their sponsor(s) to ultimately get access to the different buying influences. Because of possible shifts in the account on the buyer side, Rackham rightly recommends that no salesperson rely on only one individual to penetrate an account. Rackham also reminds his audience about the critical importance of uncovering implied needs to turn them into expressed needs. Successful salespeople make their contact(s) at the level of dissatisfaction aware of the urgency and severity of the problem(s) to be addressed so that these contact(s) eventually feel obliged to help them get access to the leverages of power.

2. In looking at "Recognition of Needs" and "Evaluation of Options", Rackham first briefly explores his SPIN questioning strategy that is explained in a luxury of details in his other book "SPIN Selling." Basically, successful salespeople usually first ask the buyer situation questions, secondly problem questions, thirdly implication questions, and finally need-payoff questions to uncover implied needs for turning them into expressed needs that require action. Rackham also reminds his audience that successful salespeople prepare their sponsor(s) to help these sponsor(s) sell the sellers' solution in their own words if they are denied access to the focus of power. Furthermore, successful salespeople not only help the buyer identify needs but also influence him/her in the definition of the differentiation factors and their perceived importance to sort out the different options being offered to him/her. Rackham urges his audience to keep a broad definition of competition in mind. Finally, Rackham explores the three strategies that can help salespeople overcome their vulnerabilities and the dangers associated with these strategies: 1. Change the decision criteria (overtaking, trading-off, redefining, or creating alternative solutions), 2. Increase their strength through correction of misunderstanding or negotiation, and 3. Diminish the competition directly or indirectly.

3. In examining "Resolution of Concerns", Rackham reviews the hidden and expressed concerns that can push buyers to get "cold feet" in the decision-making process leading to an eventual purchase order down the road. As Rackham pertinently observes, price is often a convenient excuse that the buyer uses to hide his/her other, real concerns from the salesperson. Successful salespeople need to leverage their relationship with the buyer for uncovering the eventual areas of concerns, clarifying these concerns, and helping the buyer resolve them. Finally, Rackham warns salespeople about the three deadly sins of handling concerns: 1. Minimizing 2. Prescribing and 3. Pressuring.

4. In investigating "Sales Negotiation", Rackham first reminds his audience about the importance of making a clear difference between selling that tends to focus on buyers' perception of problems and negotiating that tends to concentrate on the cost of the solution. Addressing concerns about the solution with discounts will only weaken the position of the salesperson when the time of negotiation comes. As mentioned above, price is often used as a smokescreen. Rackham then reminds his audience that the only things successful salespersons negotiate during the Recognition of Needs or the Evaluation of Options phases of the sale are the needs or requirements of the buyer that they cannot meet in order to minimize the probability that they are out of the sale. Rackham finally observes that successful negotiators focus on areas of maximum leverage instead of over-concentration on price reduction, establish and narrow ranges, plan and use questions, separate understanding from agreement, and rigorously test for misunderstanding.

5. In dissecting "Implementation and Account Development", Rackham rightly reminds his audience that successful salespeople do not rest on their laurels after getting the order. They are deeply involved in the implementation of the solution adopted to increase the probability that the buyer successfully overcomes the motivation dip reflecting his/her evolving enthusiasm about that solution over time. Furthermore, Rackham pertinently stresses the importance of account development instead of account maintenance. Finally, Rackham also observes that successful salespeople document their successes, generate leads and references, reassess their understanding of customer needs, and influence future decision criteria.

Rackham wraps up his analysis of major account sales strategy with a case study built on his research to put the concepts mentioned above into practice for the benefit of his audience.

As a side note, a good strategic complement to the "Major Account Sales Strategy" is "The New Strategic Selling" by Stephen E. Heiman, Diane Sanchez, and Tad Tuleja. Like the former, the latter focuses on the strategy towards high dollar value sales.

An insurmountable coach for your sales strategy
If a selling effort is a long and dangerous "journey" lasting many months, with a rough sea full of small rocky islands and seductive Sirens, then you have to steer holding this book as an invaluable coach and an experienced navigator.

This book from Huthwaite's author Neil Rackhman is a paramount proof that account strategy is not an impressive set of selling jargon. Instead of demonstrating his strategic insight, the author systematically develops:

1. The customer decision process, and how important it is for you to fully comprehend and finally exploit.
2. The appropriate strategic behaviour you must adopt according to the selling phase, as seen from the customer's perspective.
3. The skills you need to deploy in order to successfully survive (it is a war, you know!)
4. The pitfalls you must avoid, either obvious or hidden.

One of the most impressive aspects of Rackhman's books is that he utilizes his company's experimental findings about selling process. Nevertheless his conclusions are backed up by theoretical explications one can trust.

The book is full of interesting real life case studies, which evidently reveal how theory interprets practice. The entire last chapter is devoted to an artificial case, which demonstrates how all the book's ideas meet the real - cruel - world. A very interesting chapter is devoted to sales negotiations. The reader will find very helpful advice regarding this difficult phase of a sales process.

The language of the book is simple and clear. Nowhere in the text the reader will have the feeling that this page could be omitted.

During the reading there is an intangible feeling that what is being read is great advice for whatever major account selling strategy could mean, but after the last page what is left is a tangible anxiety about how all these will be applied. There is no need for a profound analysis to prove that even the best theory is worthless if it can't be put into practice. The hardest part of the entire effort is the time when the reader must practise what he/she read and organise himself so that he successfully implements the all-important strategic tools mentioned throughout the book.

No author, however ingenious strategist or sales trainer he/she may be, is able to improve your strategic selling skills without a substantial effort from you. That's the bad news, but I believe you already know it. The good news is that you aren't alone in this hazardous journey. This book is more than a faithful navigator.

A book with 1000000% of ROI
I read this book for first time 4 years ago.
Since that time I'have use this approach in order to understand clearly about what is my position into a competitive sales situation.
Read this book have helped me to waste time and resources in different sales opportunities but focus in more profitable opportunities.
I have used the same approach in every single sales opportunity and country where I have worked and always works with incredible good results.

This book has a return on investment of 1000000% or more.

Excellent Book - Useful for those involved with major sales.
An excellent book. It is a very useful guide for all people involved with major sales (managing or selling). Unlike many books regarding sales it can help improvement in the following areas : 1. Organise concepts regarding sales 2. Avoid Critical mistakes 3. Adapt pattern of bahavior to a most positive one (with regards to major sales) 4. Better understand buyers 5. Understand the difference between major - small value sales. I strongly recommend it. ... Read more

Book Description

Selling: Building Partnerships was the first to integrate the partnerships/relationship theme in the selling course.This theme was expanded and elaborated upon in each edition.It presents selling theories and skills and then encourages the students to practice applying them. ... Read more

Reviews (2)

I PERSONALLY THINK THAT IT IS A WONDERFUL BOOK.
A FRIEND OF MINE WHO IS A PROFESSOR IN ZIMBABWE (UNIVERSITY OF ZIMBABWE) WOULD LIKR TO KNOW IF YOU HAVE A TEACHERS RESOURCE BOOK, OR ANY SUPPLEMENTS TO THIS BOOK (SELLING - BUILDING PATNERSHIP)

Great for sales students young and old.
I used this book whilst studying my Diploma in Sales and Marketing and found it invaluable. It goes through the fundamental steps of selling and gives you great examples of companies different approaches to the sellingenvironment. A must for all sales people who want to learn the basics ofselling or those who want to brush up on their skills. ... Read more

Book Description

Sales call reluctance is the "social disease of the sales profession."The Psychology of Sales Call Reluctance offers practical, field-tested and well-researched technologies to diagnose and overcome career-limiting emotions that keep talented, capable people from earning what they are worth. ... Read more

Reviews (36)

One of the best sales books I have ever read.
I have to admit that I ordered this book on an impulse from Amazon.com a couple of weeks ago. I teach some sales courses professionally myself and have managed sales people for 30 years. I presently have 158 consultants selling high tech consulting and business solutions for a full package consulting company. I half expected to send this book back and never expected to write an endorsement! First, this book is a true original. Second, it is written really well and its smash-mouth science approach is more fun to read than most books for sales people. Third it has more credibility and class than the feel good brain candy you get in Personal Selling Power magazine or Zig Ziglar seminars. If you think selling is for dummies pass over this one. But if you want some of the best return for effort invested in reading a sales book, give this one a try.

One of the top books for sales people
A selection test guy I think his name was Donald Barnett came to our company meeting over a year ago and gave a talk that ranted against this book. Somebody that says he knows him said several of the rants here on amazon were written by him using different names. He seemed so passionate I believed him so I never bought it. Then I heard Tony Parinello interview the authors on his radio show a couple of weeks ago. Hold the phone! Tony gave it a glowing endorsement so I bought it. Tony has my respect for writing Selling To Vito and he has my thanks for telling us about this book. Like Tony said, it's one of the best books he's ever seen for salespeople and people not in sales. I think people should read all the rants in the reviews and make up their own mind by opening the first pages right here on amazon and look at the table of contents to see what the ranters are leaving out. It doesn't make salespeople feel like idiots. It's more than just the author's giving their opinion. It's backed by scientific facts not just war stories from personal exerience. Boring? I don't think so. It's downright funny unless you are one of those self-glorious sales gurus. I wish I read the part on how to pick out unethical people when I started my career. To get into what this book teaches you have to want to make more money. If you do, this is the cheapest ticket in town. I guess that steams some people.

Critical to success!
This book stands alone in offering REAL SCIENCE to explain, support and correct a frustrating and costly problem that knocks some talented people from the selling profession. Sales professionals tired of the jokes about the fear of rejection or psyche-em-up speeches will find real answers that they can customize to their own situation. Sales Managers will find alternatives to standing over their reps to enforce prospecting calls. Does it work for everybody?-no. Anyone determined to keep doing it their way can keep fighting the battle. But anyone motivated and serious about real success will find answers within these pages. I've added another "Bible" to my bookshelf with this volume

Fuzzy, Flabby, Foolish, and just plain a waste of time
Looking at the other reviews on Amazon, I can only believe that they were written by the author, the publisher, their wives, children, and other close associates. I can't believe that those people read this book.

Before I launch into my review, I have to say that this book seemed so useless that I quit reading after about 50 pages.

The parts I read were choked with such vague generalities as to be totally useless. For example, a large chunk of the book involves categorizing the nature of a person's sales call reluctance. Some of the attributes they say to look for one of their reluctance types are:
* Over-concerned about making strong, favorable first impressions
* Women tend to wear designer clothes and flash - not just wear - pretentious jewelry
* Men tend to wear monogrammed shirts, designer suits and maintain a neat, fussy appearance

That's a literal quote. Take my word for it, I picked a page at random to illustrate the kind of "wisdom" you can expect to find here. Packed in between these little gems of insight are many many sidebars whose only purpose is to tell you how great the authors are.

Having said all that, it does take the time to think about what factors impact sales call reluctance. Just considering the subject may be useful to somebody - I guess you can read it yourself and find out.

One of the best of the best
I heard Tony Parinello on his radio show tell everyone how he read this book in a monastary in Nepal. How could it be that good? I have probably browsed through hundreds of sales books from Tom Hopkins to Miller and Heiman, so I didn't think this one could add much to what I already know. Tony was right and I was wrong. This is not a good book for salespeople, it's a great book every sales person should read at least once. Sales managers should read it five times. ... Read more

Book Description

Make a killing on eBay and other online auction sites

With more than 50 million users in 27 countries, eBay allows even the busiest people to make money selling anything and everything. Written by one of the most listened-to experts on online auctioneering, How to Sell Anything on eBay . . . and Make a Fortune! is the consummate guide to becoming a successful online entrepreneur.

Using everyday language, it covers all the bases, from how to set up an account to sophisticated strategies for getting the highest bids and the happiest customers. Readers learn the best times of the week, month, and year to sell as well as how to:

• Phrase auction listings in enticing ways
• Choose the best categories and pick items that bring the best prices
• Push profits with sharper digital images
• Build credibility and positive feedback
• Set up a storefront website
• Deal with people who don't pay

Reviews (4)

Great Book!
I thought I knew everything about ebay, but I was wrong. I'm keeping this book as an ebay bible.

A waste of time
Let me sum it up for you and save you money
Buy low , sell high

If you are interested in e-bay, this book mis a must have!
I read this book cover to cover in 3 days. I picked it up and could not put it down.It takes you through the ins and outs of a very complex website. We are going to start selling Jewelry and Gems on the web site. When we tried yo make our way through the site by ourselves before we read the book we were lost and did not know what to do to present our goods in the best way possible to increase our chances of selling them for a fair price. The book will take you through the sign up process to how many pixels you need for the best pictures for the site. I highly recommend it. You will not regret buyig this book if you are serious about multiple items on e-bay. We also bought The Dummies Book for E-bay. While I read one book my husband read the other. After we finished the book we were reading we switched and read each others book. By doing this the two books support each other and we feel very well prepared to start showing our items on e-bay.

A Great Book For Ebayers
I have read several books on "ebaying" and this is my hands down favorite ... From start to finish, the author tells you everything you need to know about ebaying in a clear, straightforward way ... no wasted pages on the history and philosophy of ebaying ... just informed and solid information and advice. For those of us whose lives are jam-packed with demands and responsibilities, this book doesn't waste our time ... it just gets right down to it and tells you what you need to know and what you need to do. It also tells you what things are a waste of time! If you're an ebayer [or want to be!], it's a steady reference to keep by your computer!! ... Read more

Book Description

In this newly released edition of one of his classic books, The One Minute Sales Person, Spencer Johnson, the author of the number one New York Times bestseller Who Moved My Cheese?, shows you how to sell your ideas, products, or services successfully! This is the book that has proved to be a must-have for the millions of people who were looking for the quickest way to improve their selling skills.

In these changing times, Spencer Johnson, coauthor of The One Minute Manager®, shows you how the phenomenal One Minute® methods can bring real and lasting sales success with the least amount of time and effort. You will learn how to enjoy your job and your life more as you discover the effective secrets of "self-management," the integrity of "selling on purpose," and the liberating "wonderful paradox" of helping others get what they want so you can get what you need.

The One Minute Sales Person is a clear, easy and invaluable guide that works for both you and the people you sell to, for your financial prosperity and personal well-being.

In short, it is a classic Spencer Johnson bestseller that can help you enjoy more success with less stress.

Reviews (22)

Excellent book for anybody in sales and customer service
I've been a Financial Avisor for three years, and read a lot of books on how to understand the client. You first need to understand yourself and why you are doing the things you do for yourself and others. It is important that we work on purpose and that will give you a solid foundation on how to communicate with others. This book will teach it to you and you can use its pricapals to enhance your life. But you need to share it with others.

Excellent Primer on Closing Those Sales!
Johnson and Wilson have written an excellent book how to close sales without putting stress on the buyer.

While some of the concepts may sound basic and insulting to the reader, remember that sticking to the basics is often the best way to close the sale.

Among the points the authors cover include:

1. Key points to remember before you make the sales call.
2. Common objections to a sale (trust is a big one!).
3. Acting in the buyer's interest.
4. Follow up on the sale.
5. 80 - 20 rule: 20% of what we do provides 80% of the results.
6. How to write out your sales goals.
7. Honesty and integrity is an important part of the selling process.
8. The One Minute Sales Person's Game Plan.

Since I work in sales, the book has been an excellent encouragement to continue to display honesty and integrity in the selling process.

Read, be encouraged to be a better salesperson, and close those sales!

It's Good to start at correct fundamental.
Very simple book, but offered very valuable advise, as it point out one of the most important concept - The Wonderful paradox:
"I have more fun and enjoy more financial success, When I stop trying to get what "I" want, and start helping other people get what "THEY" want." Do the first thing first.
When we start something, it is important that we start doing it based on the right fundamentals/beliefs.

Just as the Author itself mention it in the book, "One minute selling is not perfect and it doesn't solve all your selling problems all the time. But the point is: "IT DOES WORK".
It work very well for me indeed.

Simple and easy to follow
I found this book easy to read and even easier to follow. After reading this book I felt more prepared when I was prospecting and meeting with potential accounts. I highly recommend this to anyone in sales.

Create a Vision of Your Past Successes
Prior to pitching your sale, take one minute to envision yourself selling to the customer that you want to sell to. Feel what it feels like to successfully do this. Describe those feelings to yourself.

Now, take a minute to think back to a time when you have sold something to someone, in the past. Notice this as though you are watching a 60 second commercial.

Praise yourself for that past accomplishment. And praise yourself for being able to create a vision of your success.

Use this self-image of yourself to sell to your next prospect.

This is a great book that reminds of our abilities, when we harness them. ... Read more

Book Description

As companies shift from hierarchical management into teamwork, managing is not nearly as important as coaching. Here is the first book on the coaching process written exclusively for sales managers--a brief, easy-to-digest primer on making the transition from a traditional boss to a sales coach. Created by an author/instructor who teaches sales management as the prestigious Wharton Executive Development Center, this guide shows sales managers how to: understand the nuances and payoffs of coaching: conduct coaching sessions and improve key skills such as listening and giving feedback; deal with problems such as discipline and reluctant behavior within the sales team; and coach and peers on oneself. ... Read more

Reviews (1)

Sales Coaching is practical, applicable, and long overdue.
I often say to Sales Managers, "Show me a great Sales Manager with lousy salespeople and I will show you a lousy Sales Manager." Then I tell them to read 'Sales Coaching.'

Linda Richardson has constructed the ultimate step-by-step guide in getting managers to reevaluate their priorities and focus their attention on improving the sales staff through effective developmental coaching. The book is easy to read and full of practical tips and coaching models that will make any sales team more productive.

Most importantly, unlike many sales management books, this work translates into practical application without the brain damage. Sales Managers should be able to apply these principles immediately. Read this with a highlighter in your hand - and be prepared to transform your sales management approach. ... Read more

Book Description

"If you work with the affluent, you will most certainly benefit from Matt's work. This book is a must-read!"
—Ray Scalfani, Managing Director, AllianceBernstein

"Specific, thoughtful, supported with evidence and practical, it deserves to be read and reread by salespeople targeting the affluent."
—George W. Dudley, scientist/author, Coauthor, The Psychology of Sales Call Reluctance: Earning What You're Worth in Sales

"Oechsli's book is an ideal road map if you want to reach the affluent and become affluent. . . . I highly recommend it."
—Rich Santos, Group Publisher, Primedia Business Magazines & Media

"Nobody knows more about the affluent market than Matt Oechsli. His research is impeccable, and his strategies are real-world. They work!"
—Bill Cates, President, Referral Coach International

"Matt Oechsli's The Art of Selling to the Affluent is specific, practical, supported by the latest independent research, and will help anyone attempting to market their services to the affluent."
—Ron Carson, Senior Vice President, LPL, President, Peak Productions

"Matt Oechsli's well-documented work will become the primary source for selling to the affluent. Fail to read this at your own risk."
—Bill Brooks, author, The New Science of Selling and Persuasion

"Matt has done it again. His combination of research with practical how-tos has created a must-read book for anyone working with the affluent."
—Steve Binder, Regional President, Wachovia Securities

"Anyone actively applying the methodology and techniques learned from Matt will become as affluent as the affluent they serve—so be warned!"
—Paul W. Chan, CFP, CPA, ChFc, CLU, CEO, S&P NewWorth Advisors, Malaysia ... Read more

Book Description

Marketing to Women shows why the women's market is the fastest track to strong business results in today's extraordinarily competitive environment, and an increasingly important and powerful market segment which companies cannot afford to ignore.

According to marketing authority Martha Barletta, companies that fail to recognize the power of the woman buyer are leaving money on the table.In her book, Marketing to Women: How to Understand, Reach, and Increase Your Share of the Largest Market Segment, marketing expert Martha Barletta presents a compelling business case for why marketing professionals, men and women alike, should allocate real dollars and undivided attention to the largest untapped market in the world: women.She then explains why and how women reach different brand purchase decisions than men, and provides a detailed field guide for creating and executing a complete marketing plan that targets women. ... Read more

Reviews (31)

Insightful!
As a consumer group, women represent an enormous opportunity, but chances are your company is missing out on them. Author Martha Barletta says most marketers fail to capitalize on this lucrative market. They don't realize its potential or understand fundamental gender differences. As a result, their marketing fails to communicate with women, let alone persuade them. Barletta, a consultant specializing in marketing to women consumers, offers a book heavy on theory and long on detail. Except for a few examples of how ads are executed, the book lacks case studies that would bring these theories to life. Still, Barletta provides good advice on practical applications of these ideas about gender culture. She sheds light on the myths and realities of marketing to women, and provides essays by female experts in the field. What a pity that it all reads like a textbook. Given that, we target this rather educational tome as more appropriate for people who study marketing than for people who do marketing, although thoughtful marketers might still want to take a look

Insightful!
As a consumer group, women represent an enormous opportunity, but chances are your company is missing out on them. Author Martha Barletta says most marketers fail to capitalize on this lucrative market. They don't realize its potential or understand fundamental gender differences. As a result, their marketing fails to communicate with women, let alone persuade them. Barletta, a consultant specializing in marketing to women consumers, offers a book heavy on theory and long on detail. Except for a few examples of how ads are executed, the book lacks case studies that would bring these theories to life. Still, Barletta provides good advice on practical applications of these ideas about gender culture. She sheds light on the myths and realities of marketing to women, and provides essays by female experts in the field. What a pity that it all reads like a textbook. Given that, we from getAbstract target this rather educational tome as more appropriate for people who study marketing than for people who do marketing, although thoughtful marketers might still want to take a look.

How to Succeed in the World's Largest Market Segment
In this uniquely informative volume, Barletta answers three separate but related questions: What makes women a worthwhile market? Why market differently to women? and How do we get beyond gender generalities to actionable tactics? In her Introduction, she lists "Eight Myths of Marketing to Women" which, during the course of her book's narrative, she convincingly repudiates. For example, #5: With women, marketing is all about relationships. "While it's true that women put more emphasis on relationships -- personal and corporate -- than men do, their purchase decisions and response to communications are affected by far more than 'relationships.' From word meaning to word-of-mouth referrals, product priorities to Internet usage patterns, women differ from men in many, many marketing dimensions. And, to overlook their complexities would be to undermine the effectiveness of your company's programs." According to Barletta, there are four components of the women's market: earning power ("What's in her wallet?"), high-net worth women ("the ultimate asset-holders"), consumer spending power (the "household chief purchasing officer"), and women in business ("controlling the company checkbook").

A majority of consumers in the U.S. are women. Research indicates that online spending will increase 26% this year to $96 billion. Con