Book Description

Just released! New 2005, 4th edition! Written by the pharmaceutical industry's most sought after author and consultant, Lisa Lane. 3 Days to a Pharmaceutical Sales Job Interview is touted by thousands as the "HOW TO" book of breaking into pharmaceutical sales.

Readers of this step by step program will learn how to land interviews, impress managers, stand out from the crowd of applicants and start a career in pharmaceutical sales. Excerpts of the material have been printed in over 30 newspapers including The Miami Herald, The Chicago Tribune, The LA Times, The Baltimore Sun, and Sales and Marketing Management Magazine.

With the Lisa Lane's insight, applicants learn how to shorten their job search, locate unadvertised job openings, get direct access to managers home addresses and email addresses, and learn how to effectively market themselves and their resumes for the attention that they deserve. (Book purchase also includes free one on one job coaching! Simply email the author with any questions about pharmaceutical sales or your job hunt. She will usually respond to any questions within 24 hours)

Expert advice covers all areas of the pharmaceutical sales job hunt starting with a copyrighted step by step guide to landing interviews. "3 Days" also addresses the basics of the job hunt including: frequently asked questions about the pharmaceutical sales job hunt, how to write a successful pharmaceutical sales resume, tips for writing e-resumes, resume samples, cover letter do's and don’ts, sample cover letters, phone interviews...what to expect, preparation for face to face interviews, questions to ask your interviewer, interview questions and answers, the brag book, career organizer worksheets, resume tracker, and resource pages. This comprehensive guidebook/workbook covers all the bases of the pharmaceutical sales job hunt. A must have for any job seeker in this competitive job market! ... Read more

Reviews (17)

Lifesaver!
This book is a must-read for anyone currently interviewing (or trying to interview) for this field!It helps spice up your resume and helps you get through tough phone interviews (the worst!).This book really did help me get my first pharm sales job last year, and I'm loving every minute of it. I gave the book to my sister, and now she's getting calls left and right for interviews.It really helps, even though it was pricey, and I've more than made up for it with my bonuses!

Great, Great, did I mention GREAT???
As I continued to get frustrated for months trying to get a pharmaceutical sales job, I finally bought this book. Guess what! It really helped me get a job. This is not just a book full of information, it really shows applicants creative ways to differentiate themselves and land interviews. It gives detailed iformation on how to create a great resume, master the interviews, and locate unadvertised jobs. Next week, I am going for training and it is all thanks to this book. This is truly a wonderful resource....a great book!

Title was a LIE, few tidbits of information,
Hard to believe someone with much education and industry experience would state that your going to obtain an interview in three days.The market is tough, and the title here had nothing in the book to back it up.Try 3 weeks to 3 months, be honest.
I found a few other title's more real world and better written.
But for the money I would probably suggest buying two or three of the books on the topic (yes, even this one) and read them all.
Interviewing was tough, and I secured a job twice in this industry, the books do help.

A must for interviews!
While I don't want to be too overwhelmingly excited, I have to say "Wow"!I am so glad that I picked this book out of all the books on pharm sales and interviews.So far, it has been right on the money and really has answered all the questions that I have been asked in all my interviews.It gives good insight as to what type of person they are looking for and what answers or personality quirks that might throw up a red flag and disqualify a prospect.I am a firm beleiver in being yourself and this book helps interviewees how to let their inner sales person shine so that the interviewer can see thier full potential.

Well worth it....really works!
I have worked as a Chemist in Pharmaceutical Manufacturing for about four years and have always had an interest in Pharmaceutical Sales.Lack of sales experience had been a major setback in landing a Pharmaceutical Sales position until I purchased this book.After completing the three day course, and realizing there were ways to get around lack of sales experience, I landed five interviews with top Pharmaceutical Companies such as Aventis, Novartis, First Horizon, GSK and Berlex labs.

Interviews went well and I recently accepted a position as a Pharmaceutical Sales Consultant with Berlex Labs.I wanted to encourage anyone and everyone with a drive to purchase this book.Well worth the money and it really works!
Best regards,
Brent ... Read more

Book Description

"Holden's book is rich with wisdom and sage advice and should be required reading for any salesperson who wants to understand how to merge a sales strategy and a political strategy to win the hearts of their customers' Power Base."—Rodney D. Cotton, Vice President, Sales-United States, Baxter Healthcare, Renal Division.

"Jim Holden's book is for serious salespeople and executives who are focused on winning. It provides insights, techniques, and everyday tools to reach the highest possible level of success. The book is most insightful and is a required reading and work tool for enterprise salespeople and executives."—Grant Evans, Vice President, Sales and Marketing Identicator Technology.

"The Holden Power Base Selling techniques have provided our sales teams with a common language from which to develop and plan strategies and tactics."— Colin Latham, President and CEO, MT&T (Canada).

"Power Base Selling is essential. . . . The book is rich with lessons such as how to avoid being defeated by desperate 'end-games,' and how to 'snatch various victories from the jaws of defeat.' The conclusion is a revealing 'self-test.'. . . [Holden's] principles are more applicable today than ever."— Glenn W. Coleman, President, South Africa Branch, Lockheed Martin Overseas Services Corporation. ... Read more

Reviews (9)

This is no "one minute" sales guide
Forget all the Zig Ziglar-type sales technique books! This is the real deal; It's about methodology, not how to glad hand or do an end run around the CFO or purchasing manager. If you want to understand the nature of truly competitive selling read this book, then watch the movie "Glegarry Glen Ross" for contrast. We trained the worldwide sales force of a F500 company on the Holden methodology. Results speak for themselves

This book gets better every time I read it!!
The first time I read Power Base Selling, I thought it was great. Now that I have just re-read it, I am blown away by points that I missed the first time around. I recommend that everyone read it, apply it and then read it again -- it not only sharpins your political skills in selling, but in life.

Great sales book...as long as it is not your only approach
Almost all sales books have two major flaws: 1) They give you high level advise, such as "have a strategy" without giving you the "rubber-meets-the-road" actions to take. 2) They expect you to operate within a vaccuum where their selling system or methodology will work every time.

Power Base selling does not contain the first flaw and does an admirable job of trying to avoid the second. It is the first and best book I have read attacking the problem of organizational politics and the human dynamics in a corporate or complex selling environment. It gives very practical ideas on what to do in most political/selling situations to tilt the decision in your favor.

What this book does not do, nor attempt to do, is discuss the importance of a value proposition and the solution you are trying to sell. This is a great book to complement other famous sales books such as "Solution Selling."

I recommend this book highly to anyone that sells in a complex sales world.

Everything is "bought and sold" for a reason...
Great read. Maybe too many stories...yet they explain his point in a clear sense. If you read between the lines and get the big picture of his strategic principles you can no doubt improve you sales performance.

Too many stories, too few principles
Based on the reviews, I thought this would be a great book. But the author crafts too many exacting stories and not enough principles. If you're ever in exactly the same situations the author describes, you're OK. Normally, my hiliters work hard when I read books. Not this time. I'd suggest reading Strategic Selling and Spin Selling instead. ... Read more

Book Description

There are approximately 12.2 million salespeople in the United States—that’s about 1 out of every 23 people! Salespeople are everywhere, selling everything imaginable. Some are making a killing, but a greater percentage end up victims of the sales industry—and their own mistakes. Some are normal bumps in the road toward success. Others are more damaging. But many are fatal to a career.

Duncan addresses these catastrophic mistakes with clarity and directness. Whether you’re a seasoned sales professional or someone considering sales as a career, Duncan’s wisdom can help you avoid errors in perception, practice, and performance that could not only kill a sale but also your career.

Book Description

Through her books, articles, and periodicals, Barbara Brabec has been showing people how to profit from their creative talents and know-how for over twenty-five years. ... Read more

Reviews (6)

Great book!!
This book is wonderful!!! I don't even usually read but I've gotten halfway through in about 2 weeks. It's so great! I thought I couldn't really learn anything, but I was amazed at the helpful info in here. Now I am totally in love the Barbara Brabec!! I'm about to order 2 more books now! and I already got Creative Cash too. She is wonderful! The book is so well written and informative!! More then worth the money it cost. It should be on artist/crafters bookself.

My Most Used Reference Book - 2002 Edition!
Barbara's new book is awesome! Lots of new information and quotes from "real" folks. Reading the first edition encouraged me to change direction in my business and has introduced my handmade glass beads to an entire new buying public on the internet!
Lots of side bar information to explain concepts and thoughts in detail, and lots of humor. It's a book that will go everywhere with you... to be browsed, read and re-read as you grow your home-based business! Every tool you ever need is in this new, 2002 edition!

Wealth of New Information in 2002 Edition
If you're serious about wanting to turn your crafts into a successful business, you must have this completely new rewritten edition. Barbara has written a "Bible for the entrepreneur!" The book is a bargain that will save you time and money as it leads you through setting goals, developing and pricing your product, into new opportunities and new technologies for marketing your talents. As an author, publisher, and owner of a crafts business, I have found more helpful advice in this new book for all three of my endeavors than in any other resource on my bookself. You won't be sorry you bought "Handmade for Profit".

Handmade for Profit 2002 edition
Barbara has done it again. This new book has every tool you will ever need to run a profitable crafts business. Every aspect is covered from what products to make, legal requirements, record keeping, how to price merchandise, and how and where to market your products. This new edition also includes excellent chapters on selling on the web. A must read for anyone who wants to sell anything! No question is left unanswered!

Lots of info
I'm only half way through the book and already she's saved me the cost of the book. Her advice is sound and should help anyone who's dabbled in crafting for a while and never quite knew how to get serious about selling. This is an easy-to-understand wealth of information, and a perfect start on my journey to success. ... Read more

Reviews (7)

Success for a young team
I have a fairly young sales team that needs a lot of the basics and "How to Win the Sale and Keep the Customer" gave me good starting points and examples to utilize. I have used the Responding to Objections chapter to set up daily huddle meetings around and get the team involved in their own training.
I Also like the bullet points pulled out for quick reference. It helps when I need to get a quick example or reference.
The book is a good reference for the new manager or seasoned veteran on what the basics are for the growing sales representative.

Great Start!
This book is packed with information that really works. We just started a telemarketing department to sell imaging supplies. Well at the end of our 2nd week with your programs, we have added ten new customers. I would recommend it to anyone starting or running a telemarketing department. What a Great Start!

Thank you Ann Barr ! You saved my job!!
This book saved my job.....I have been in sales for over 7 years but I had no experience selling medical supplies over the phone. I had a horrible sales territory. No training from my company and I was put on 60 day performance review. At the time, my achievement torwards my sales quota was 58%. After reading Ann Barr's book, I achieved 85%+ thereafter. I am no longer on warning. I was able to raise my GP, raise my average order, and closed $100,000 account over the phone. My confidence is back and I have fun selling over the phone. Not only did it provide the skills to be successfull but gave me ideas that help seperate me from my competition. Thank you Ann!

How to Win the Sale
This book should to titled "How to Keep Your Job and get a Raise". The owner of my company "Volunteered" me to take over our $5,000,000 a year supply sales department. I did not have a clue. I remembered going to an ANN BARR sales seminar many years ago. I bought this book. I saved my job, increased supply sales revenue by 7%; more than doubled our profit margins. Ann Barr provides real life, instantly useful, hands on information.If you are new to selling or an old pro, this book will pay for itself the first day you use it. Thanks Ann.

How to Win the Sale...
As a newbie to the selling industry I was on the lookout for any information that would help me to sell my product. After I bought this book and read through it, it helped me to approach potential customers easier and to be more confident in my sales technique. After 1 week I was able to sell my first photocopier. Thanks Ann. ... Read more

Book Description

Mastering Technical Sales: The Sales Engineer’s Handbook covers all of the key areas of selling high-technology products, including detailed action plans to establish personal excellence in key performance drivers in technical sales. This comprehensive volume teaches you how to be more successful as an individual contributor, helping to better ensure promotion within your sales organization, or advancement elsewhere within your company. The book gives you the practical guidance you need to sharpen your skills in sales and technology. Moreover, for the technical manager it explains how to build an infrastructure to support continuous high sales growth.

You are encouraged to use the tested and proven frameworks provided, working with the best practices specially adapted for the sales engineer, to develop a more effective, personalized and systematic approach to improve your personal performance. Special attention is given to the team sales concept and the importance of the contributions of the technical professionals who directly support sales. This book is not the usual update, or rehash of "years-ago" methodologies. Instead, it shows you how to deal with today’s vastly higher levels of sophistication in technical products and customer needs. ... Read more

Reviews (1)

Real World Wisdom
As a professional technical sales consultant I enjoyed this book. I particularly like the real world examples and case studies for "tricky" sales situations. Even though I think of myself as a seasoned professional I learnt some new techniques and approaches from the book; especially in how to give a technical demonstration of a piece of software.

PS. I met one of the authors who was presenting at a product launch a few weeks ago in New York and got my book autographed. ... Read more

Amazon.com

It's a common scenario: your company decides to standardize on a software application that's totally alien to you. In this case, you find yourself using GoldMine to manage contact information, but you have no idea of how to use the program, let alone take advantage of its advanced workgroup features. If this is your situation, GoldMine for Dummies will get you up to speed.

The author gives equal time to basic functions, such as creating and viewing client records, and more advance features, such as working with statistical analysis and synchronizing data. The shift from the more mundane tasks to the increasingly difficult ones is a bit abrupt, but Scott is adept at explaining even the most difficult concepts. The best sections explain how to work with e-mails, faxes, and linked documents--the features GoldMine users will most take advantage of.

As far as contact managers are concerned, GoldMine is one of the more intuitive programs available for novices. But if you find yourself blanching at its more advanced features, or if you need to get up to speed on the basics, GoldMine for Dummies will ease the transition. --John Frederick Moore ... Read more

Reviews (10)

GoldMine Savior
Great book for anyone who wants to tackle their CRM software in a matter of days. Learn tips and tricks to take the fast track to mastering this software. Highly recomend this book to anyone who is starting up with GoldMine.

Excellent Beginner Book (and more) On Goldmine
After installing Goldmine 5 I bought this book when it first became available. I was not new to CRM software but found this book very useful. If you are new to Goldmine you will not be disappointed with this book. It can teach you a lot,even beyond the essential basics of this software. Read the book with your software running and apply what you just learned. After this foundation you should have little or no problem making the software do what you want. However, if you objective is to customize the software for your business, get a professional.

Mining Gold from Goldmine with a tin pan?
Goldmine is arguably one of the most powerful contact management software database packages available, competing with ACT! and even Outlook for the important task of keeping sales contacts and activities and distributing information about them to others in your organization. Goldmine is notoriously difficult because of the very power and complexity. Will this "DUMMIES" book help you master it?

The problem with this book is that it gives some outlined use instructions for Goldmine but in NO WAY replaces a structured training course. If you have some experience with database management, you can pick your way through Goldmine, learning experientially, and this book is better than randomly poking at the keys.

The very best part is Part III: Managing Activities. This goes over scheduling, viewing, completing, forecasting and filtering activities. The other chapters are similar--outlines of typical activities like distributing information to your organization, entering contact info, etc. But this is not an exhaustive tutorial book, more like a series of schematics on how to get things done in Goldmine.

If you need more depth, or are starting from ground zero, this helps you avoid some landmines in Goldmine, but won't get you completely to the expert status. In summary, helpful, quick to read, not the complete story.

Goldmine - not for single users
If you have an inclination to buy this book, look at ACT! or MS Outlook instead of Goldmine. These books are written by Goldmine Certified Consultants. Do you really believe they are going to give their secrets away...when they charge thousands a day?

You will find the only real solution to any problem beyond the GoldMine Unknowledgeable Base (which I believe they purposely do not update) or their Customer ...Department is as basic as it gets. FrontRange (owner of Goldmine) constantly refers you to Goldmine Certified Consultants. It is obvious that FrontRange is leaving individuals and small business owners...

Just doesn't make it....
I don't know why I buy these "Dummy" books. If you're a semi-literate computer user, it's not going to help much. If you're a neophite, then Goldmine probably isn't the program you should be using for contact management. Goldmine is powerful but complicated. To use it, a relationship with a consultant who knows the program inside an out is the way to go.

I miss the old 3 inch thick "Que" books and wish there was a manual of that nature available for GM. This one only scratches the surface and that will leave you hanging. If you have an inclination to buy this book, look at ACT! or MS Outlook instead of Goldmine, or hire a Goldmine Certified Consultant. ... Read more

Book Description

"Getting the Most out of Every Phone You Own" is the first chapter of this book -- but it's more than just an optimistic beginning.The Complete Guide to Telemarketing Management describes how to make maximum productivity an attainable and realistic objective.This all-inclusive sourcebook covers every aspect of running a call center from start-up through day-to-day execution.The author explores all the vital issues a manager confronts, and shows you how to:
-Make the most of telemarketing's unique advantages and requirements.
-Target and develop "ideal" prospects.
-Script every stage of a call, develop a script, and answer objections.
-Fully utilize your human resources through effective hiring, training, compensation, and positive feedback.
-Design and maintain a profitable call center.
-Avoid ethical and legal problems connected with fundraising, calling hours, monitoring employees, and unsolicited calls.

Filled with dozens of sample scripts, forms, training formats, charts,and case studies, this complete telemarketing call center tool kit will help you mobilize your operations - and maximize your profits - in every way. ... Read more

Reviews (2)

This book is essential for any sales and marketing library
This book is the most frequently referred to book in my sales and marketing library. This volume is a logical, well thought out step-by-step guide (complete with sample forms and dialogue guides) to successful telemarketing management.

However, what is unique about this volume is that it moves telemarketing into the 21st Century. It removes the "canned" mediocre, scripted pitch approach from telemarketing and replaces it with customer dialogue guides and relationship selling concepts, which make sales, qualified appointments and strong customer relationships.

This book is essential in understanding and implementing profitable customer relationship selling in any business or call center.

Practical, informative guidebook for any inside sales depart
This book gaves a thorough outline of the Inside Sales process. From start to finish, Joel gives the reader a handy guide to starting up and successfully managing a tele-center for your organization.

Includes not only how to hire, but who to hire, what technology to have in place, what scripts to have - how to write them - almost everything to help you in your efforts to begin a telecenter. Business executives will love the easy reading "how to" format of this guide as well as the on-going suggestions and motivation for continual improvement. I recommend this book to all sales managers who use telesales as an important part of their business success! ... Read more

Book Description

With an introduction by Robert T. Kiyosaki By knowing the five basic breeds of people--the Pit Bull, the Golden Retriever, the Poodle, the Chihuahua, and the Basset Hound--readers will have the necessary insight to improve their business and selling savvy.

SalesDogs will:
- Introduce Five Breeds of SalesDogs!
- Reveal the five simple but critical revenue- generating skills to generate endless streams of qualified buyers and life-long sales
- Teach you how to identify your breed and play to your own strengths
- Give you the steps to inspire and direct any group of sales people into a charging pack of blue-ribbon SalesDogs
- Show you how to reduce your sales effort, increasing your sales results
- Teach you how to radically change your attitude in thirty seconds or less so you can direct your financial results ... Read more

Reviews (28)

An enlightening novel
I haven't yet begun a career in sales, but I am going to begin tis summer. In preparation I have been reading books that I think will help me. So some of the ideas he talks about were harder for me to relate to, but he explains everything really well. The first part of the book, identifying which breed you are, was the most difficult for me to figure out, because I haven't tried to sell anything yet. But the rest of the book, I enjoyed immensely. My sales manager has been talking to me about dealing with rejection and objections, and Singer goes into great detail about how to deal with both. Additionally, Singer stresses the importance of a positive outlook.

Some of this book was over my head, but I plan to read it again at the end of the summer. Even though some of it was hard for me to relate to, he did a great job explaining what it takes to be a successful salesman. He also does a great job of building anticipation for a career in sales. The book is well written and easy to read.

The Dog's Have It!
I was first captivated by the title of this book and then was drawn in
more deeply by the no-nonsense approach I read throughout.

I actually laughed outloud about some of the Myths about
Selling which are argued (humorously -- I might add) with
facts.

Ahhh, I have heard this one COUNTLESS times before:

"What does selling have to do with building businesses,
managing people, raising money and investing?"

Rich Dad's answer -- "EVERYTHING!"

I also appreciate the section on who your most important sales
contract is with... YOURSELF... as you are your own harshest
critic, your own most difficult client and your own
personal objection and rejection machine -- all wrapped up
in ONE body!

The Five Sales Dog types are outlined more fully in the book
but even in their titles you may begin to recognize yourself
AND your staff (if you are a manager.)

Pit Bull - stereotypical, aggressive sales person

Golden Retriever - bundles of love customer service is everything
BEGS for the PRIVILEGE of selling to YOU, my fav customer!

Poodle -- Intellectual and high strung with the focus on looking good....

Chihuahua -- Don't be fooled by their small stature, they have TEETH!

Basset hound -- they look like they will roll over and take anything, what
they are really doing is building long term, loyal relationships.

and then... there are the BIG DOGS.....

The Sales People who want the biggest stage, the brightest lights,
the packed crowds and the FAST TRACK DEALS. They will put them
together, get the signature and for goodness sakes, get someone
else to follow up.....

The book goes on to teach the reader how to leverage their own
Sales Dog style to make the most of the bottom line.

With this book you can learn a LOT and enjoy the lessons as
you go. Its all delivered in the Rich Dad style PLUS yes, there
is even a free audio download available.....

A sure winner -- "The Dog's Have it!"

Sales' "Dogs Comics"
This is a good PR book for small and medium business owners, especially retailing, e.g. flower shop, grocery shop, etc¡K

As a business owner, you may have to do many messy stuff that they just stop you from thinking ways for your shops to make more money. This book will really touch your nerve, ¡§Ops¡KI should have thought of this long time before, why I cannot think of it?¡¨ E.g. invite media to have a shop visit of your candy shop; contact reporter for the latest promotion that you shop is running; promoting your product in newsgroup; organize a ¡§one-day¡¨ tour with a community organization for seniors if you are engaging in travel business, etc.

PR beginners would appreciate this book very much as it provides tips for practicing PR that some other PR books may overlook. E.g. tips for dealing with media, and preparing speech, etc. This is actually a PR handbook with blanks for you to fill in so that you can participate in the book and find your own way to do PR with its guidance.

I like the 12-week plan at the end of the book as it even prepares a matrix for you to fill in your PR plan in 12-week. It pushes people to take action right after finishing the book.

Awesome Book!!!
This is a great book. I am new in Direct Sales and this has helped me tremendously. I now know how to target prospective clients and identify their natural tendencies. This helps me out on how to sell to certain 'breeds' of clients and how to close them. This is GREAT!!! Thanks Blair Singer.

WHAT IS HE TALKING ABOUT?
I probably read 100 or more books each year, including a significant number of business and sales books. I enjoyed some of Robert Kiyosaki's other advisor books, but this one really [is bad].

It is full of vague analogies to whatever kind of "dog" you are -the point that you do not have to be aggressive to be in sales is also foolish and false. You can certainly bring your own personality to sales or any other profession, and you SHOULD, but all this psychobabble about "being your own dog" or whatever is just that - silly psychobabbly designed to seperate you from your money and put it in an author's pocket who really has nothing useful to say.

If you really want to learn something about selling that you can actually USE, read Zig Ziglar's "Sales 101" or Donald Moine's "Ultimate Selling Power". ... Read more

Book Description

Activity-based pricing: the new paradigm for maximum profitability

Pricing for Profitability introduces activity-based pricing, a new paradigm for improving profitability by reducing the occurrence of pricing mistakes and placing less emphasis on increasing revenue and more on improving profits. Activity-based pricing will help any company set prices that are attractive to buyers and profitable for the company. Pricing for Profitability teaches activity-based pricing to help you make better pricing decisions based on customer demand and a better understanding of what really causes profits. It will help you prevent underpricing and generate a healthier financial return.

Simply organized and nontechnical, this in-depth treatment covers the ten vital topics of activity-based pricing. A wealth of examples that illustrate the points made in the text include activity-based pricing models used in real industries. Designed for everyone involved with the pricing process, Pricing for Profitability provides a comprehensive understanding of how to use pricing to gain the competitive advantage. ... Read more

Reviews (5)

Activity Based Costing Success Story
We have used the concepts outlined in John Daly's book to develop an activity based costing model. In fact, it has proven to be so useful that we are in its third revision. It is has been a critical tool for us to remain profitable during these difficult economic times. I do not know how we got along with out it!

A Must Read for Manufacturers
Pricing for Profitability has allowed our company to intelligently quote new projects and answer a critical question during price negotiations - "Should I walk?". We have also found the activity based pricing concepts useful for evaluating the countless cost down requests we get from our customer and understanding what we can and cannot do. I would recommend this book to anyone in a highly competitive, tight margin business.

Valuable insights into profitable pricing
John Daly has written an excellent book with important insights into the desirability and mechanics of using Activity Based Pricing to achieve a profit-driven pricing model.

Why is this important?

If you really understand and properly allocate your costs and use that understanding to develop an Activity Based Pricing model for your products and/or services then you are pretty well assured of profitability, particularly as you increase unit volume. Of course, this assumes you can sell at a price higher than your fully loaded, properly allocated costs.

As Mr. Daly clearly describes, traditional cost allocation methods (not to mention back of a napkin allocations) result in problematical cost distortions and lead to potentially serious pricing errors.

Anyone with profit and loss responsibility, or who would like to get there, would be well served to buy this book, read it and take it to heart. It is well written, coherent and was a pleasure to read. Daly has struck an excellent balance in that the book is not so filled with technical accounting/finance detail it is inaccessible to a non-accountant and yet it has sufficient substance to be of interest to accounting and finance specialists.

As investment bankers we receive financing requests from many companies seeking capital that are not profitable or not as profitable as they could be. Activity Based Pricing is one of the disciplines we are introducing to our clients and prospective clients to help them achieve profitability or become more profitable in order to better position them to compete for capital.

Excellent!
Mr Daly's writing style is smooth and casual, and the book is loaded with common sense. His discussion of overhead allocation problems certainly makes the point that GAAP accounting practices lead to serious errors in cost accounting.

Full disclosure: I personally prefer an engineering model or standard cost approach, reality-checked with what might be called sampled-ABC: old fashioned time and motion studies.

A New Paradigm in Pricing Strategy
Pricing for Profitability is a refreshing new look at pricing strategy the combines the disciplines of Business Strategy,Cost Accounting, Economics, Marketing and Business Strategy to create an approach where each of these disciplines will surely find a solid common ground.

The book concentrates on maximizing profitability, rather than maximizing revenue, convincingly refuting the approaches of other pricing books (written by marketing professors) that say "the more sales the better". He reminds us that revenue does not equal profit, but that profit = revenue minus expenses.

Mr. Daly asserts "there are three things that can happen that can happen in product pricing and two of them are bad", the most devestating result being that many companies underprice difficult or low-volume bids sometimes loosing significant amounts of money. He believes that many organizations have an inadeqate understanding of their costs which leaves them at a competitive disadvaantage.

This book is a must read for any manager who has pricing responsibility. ... Read more

Book Description

Intelligent Selling: The Art & Science of Selling Online is your resource for proven e-commerce strategies and techniques that improve the customer relationship and build sales. Anyone involved with selling online -- whatever the product or service -- will benefit from this insider’s view of selling online.

This book is for any manager or executive looking for the right way to sell to customers online. Author Ken Burke -- Founder, President, and CEO of leading e-commerce developer Multimedia Live -- presents the Intelligent Selling(tm) strategies and techniques his company uses to help catalogers, retailers, direct marketers, and manufacturers improve customer relations and increase sales by:

* Increasing conversion rates
* Increasing average order size and frequency of purchase
* Improving customer loyalty and retention
* Reducing abandoned cart rates
* Decreasing customer service costs
* And improving the overall customer experience.

Burke provides innumerable hints and tips based on lessons he and his company learned in the real world of online marketing. He covers everything from effective merchandising, to improving the way your customers respond to you, to refining the way your website interacts with your other business channels. This is not just theory; what you read here has been proven to work on hundreds of successful e-commerce websites.

Intelligent Selling: The Art & Science of Selling Online describes the philosophical foundations of Multimedia Live’s Web development techniques and strategies. Intelligent Selling does not require a specific technology, consultant, or Web developer. Rather, it is a way of looking at the entire Web presence, learning how to embrace your customer’s interests and needs, and choosing the techniques that will allow you to reach out to them most effectively. Thus, this book is an exposition of the thought processes that guide Multimedia Live as it creates a client’s Web presence and ties it in with their overall business goals. The philosophy of Intelligent Selling has driven everything Multimedia Live has done over the last several years, and has brought great success to its clients.

Because every website will undergo constant evolution, this book was conscientiously created as a resource full of hints and tips that you can use to build upon, improve, and expand your Web presence once it has launched. If you are just starting your first e-commerce endeavor, it lays the groundwork for getting it right the first time through tried-and-true methodologies worked out by one of the most effective e-commerce developers to be found.

Ken starts the book with the core premise of Intelligent Selling: that the purpose of your e-commerce website should be to build a good relationship with your customers so they choose to buy from you. The development of the all-important customer relationship is emphasized throughout. It is the driving force behind your personalization efforts, your merchandising strategies, the way your website interacts with your other business channels, and the way you execute your e-mail initiatives. Every chapter methodically illustrates how these and other vital aspects of Intelligent Selling can be implemented.

Everybody wins when e-commerce works like it should; the customer’s needs are fulfilled, they have a good shopping experience, and you make more sales. The ideas you will find here will help you optimize all selling opportunities, create a stellar customer experience, and rapidly analyze and deploy change in a constant cycle of customer attraction, conversion, and retention. Intelligent Selling: The Art & Science of Selling Online is your guidebook to building a good relationship with your customers so they choose to buy from you in an environment where the competition is only a click away. ... Read more

Reviews (2)

Finally, the definitive book about online selling!
Ken Burke's book shows that he really "gets it", which is clearly why his company has built a growing stable of recognizable, national clients who will attest to the success of his Company's MarketLive application, which is driven by the methodologies spelled out in this book. Ken is obviously a dynamic entrepreneur who is sharply focused on providing an e-commerce selling platform that will drive sales results - in the real world, not in theory. A great tool for any firm considering how to increase their online sales.

WOW! A Must Read for E-Commerce Professionals!!
This book is an outstanding, comprehensive guide to online sales strategies. It is full of very practical, real-world strategies to increase conversion rates and average order size while reducing cart abandonment and customer service costs. There are lots of great examples about what works and what doesn't, and useful advice on how to keep your online customers happy and returning for more. Highly recommended! ... Read more

Book Description

In The Referral of a Lifetime, author Tim Templeton frames a powerful plan for cultivating clients and customers in a fable about businesswoman Susie McCumber, who feels increasingly like a failure. A friend refers her to the mysterious Mr. Highground, who introduces her to four successful people. They show her how they transformed their businesses and their lives by determining how others view them and how they view themselves as both human beings and businesspeople. Each of the four represents a "type" in this schema - from the "relational/business" type who puts the relationship first but thinks strategically when the talk turns to business, to the "business/business" type, who avoids relationships unless they work to a business advantage. Templeton shows how understanding one's type allows one to showcase strengths while improving weak areas in this simple, easy-to-use guide to success in business and in life. ... Read more

Reviews (13)

A must read for business people who value relationships
What a fantastic book and easy read! I recommend this book at each of my seminars with financial planners who want to grow, value relationships, realize that it's not about working to death and want to have more fun as they build their success.
It's one of my top 10 books ever!
Thanks Tim! Neil Wood Hingham, Mass

Implementation made easy
To whom it may concern: Recently, I attended a 1 hour presentation in San Diego, California put on by Tim Templeton providing an overview of his book "The Referral of a LifeTime". The presentation generated a tremendous amount of enthusiasm for me, which led me to read the book two days later in entirety. I have a very successful financial planning practice, 18 years of experience and an income well into the 6 digit level. I mention this not only to give you an overview of who I am but to also let you know that I am convince that if we employ the strategies discussed in the book we will generate a bunch of referred business, leading to us helping a large number of individuals and leading of course to much higher compensation for our services.We primarily deal with high income earning individuals and business owners (typical client makes well above $500,000) and with people who have large estates. The book was not only well written, easy to read and hard to put down but provided a simplified system for implementation. To many people who author books of this nature do not provide an easy to implement system, hence, too many readers never actual apply what they have learned. I liken the appendix to an easy to follow outline that provides plenty of substance. Mr. Templeton is to be commended for his insight. We will take our business to the next level through implementation and that will start with us purchasing 8 copies for our staff to read, highlight and summarize for idea shring in our regular staff meetings. Michael Manning of Hamilton, Manning & Associates, LLC

Must-Read for Beginner, Refresher for Veteran
I perform sales consulting and training, and am a big believer that building your business through repeats and referrals is the key to success.Therefore, I was already in agreement with the purpose of the book before I began reading.However, I am always searching for new angles to convey these core sales principles to proteges.This book made an impact on the way I may deliver this message in the future.

The author doesn't try bore the reader with idealistic philosphy, or impress academia with research and statistics.The book is written in easy-to-read, easy-to-follow reality, using worldly examples by a main "character" to teach.The "250-by-250" rule explained is worth its weight in gold.

This book is a must-read for those in their first two years in sales, and a terrific resource for veterans who need to refresher, or a new outlook, on the principles of referrals.Well written!

The end of cold calls, the beginning of consistent referrals
We're always looking for a system for everything. Plan the work, then work the plan. If you don't know where you're going, any road will do. If you fail to plan, you should plan to fail. It's all true. So how come we are so bad at following a system?

We have to believe it will work, not hope it will. Systems are usually simple, but rarely easy. That's the catch. We know what we should do, but we give up before it has a chance to work.

The best time to try something new and innovative is when the status quo isn't working. What have you got to lose? Move past the things that are holding you back.

Like many people, I hate cold calling. Those who are good at handling rejection can make a go of it. To them, it's a numbers game. Make 100 calls, schedule 5 meetings, close 1 sale. Zig Ziglar is a popular cold-calling sales guru.

If cold calling makes you cringe and dread the day's work, this book was written for you. Tim Templeton provides a systematic approach that anyone can implement. It will work if you have the following criteria.

1) You want to work with the gifts and personality you already have, rather than changing who you are for conducting business.

2) You are willing to dedicate yourself to the process for a specific amount of time - no more, no less.

You'll see some results almost immediately, but you'll need about 10 weeks to fully implement the system. You'll see breakthrough, sustainable results in about four months. That may seem like a lot of time to invest, but when you can jump-start your career so dramatically, it isn't really a lot to go through. And you aren't working the system all day every day. If you can invest two hours a day, you can change your life.

Here's how it works.

1) Discover what type of personality you are and decide to use it for the greatest benefit

2) Build a list of 250 people who know you, and use technology to manage it

3) Offer your assistance to people, and help them whenever you can

4) Connect with them consistently, personally, and systematically (The book will show you how easy it is)

5) Let them know how you work, and how they can refer people to you, who are in need of your services

The key is to NOT ask for a sale until you have built up personal credibility with a contact. That's where the systematic, personal, consistent communication works its magic. In the end, clients and prospects will often call you, or at least welcome your call with open arms. What could be better than that?

That's all I'll give up. Buy the book.

A fun read filled with excellent information
Tim Templeton's has written a book that is simply a "must buy", a story that is a "must read", and a system that is a "must implement". The information is clearly described and explained in a very easy to read story. It could be the thing that turns your business around using resources you already have but are probably not utilizing!

I am a business owner, and as such am constantly on the prowl for ways to make my life easier, more efficient, and of course, more profitable! Having read hundreds of books on marketing and business development, I quickly recognized this book as one of the best. Here's some of the reasons why:
-It's fun and easy to read (most business books take a while to sort through let alone complete).
-The system is self-evident and easy to understand. You will wish you read this book the day you starting doing business!
-You already have (or can very readily attain) all of the resources you'll need to implement the system.
-It really just makes sense, and anyone can do it!

Do yourself a favor and buy this book today. Then get busy using the system. It's that simple. So get to it!! ... Read more

Book Description

How to successfully apply the principles of customer care in any company

Most organizations today recognize the importance of improving customer care—the need to go beyond traditional customer service and truly manage customers as assets—but only about 6% apply its principles effectively. This book fully explains the three stages in the evolution of customer care. Readers will be guided through the process of acquiring customers, retaining them through segmentation and management of the relationship, and targeting their most significant marketing efforts to the most profitable segments.

• Shows companies how to identify where they are in their own evolutionary process
• Outlines successes and failures of companies, including Sears, CIBC, AT&T/Matrixx, Kodak, FedEx, and more

Reviews (2)

Strategic Customer Care -- basic marketing with old fads
The book rehashes various old fads and repeats some very basic marketing principles (such as the value of segmentation) that can be found in any basic marketing textbook. I could not find any new ideas in the book, which seems rather useless.

Holistic guideline for managing customer service
Brown introduces the reader step by step into the evolution an enterprise has to undergo in order to obtain customer loyalty. Backed up with comprehensive and clear exhibits, Brown offers with his book an excellence resource for each student as well as manager dealing with the topic of customer satisfaction and customer loyalty. ... Read more

Reviews (1)

This is GREAT!
We ordered GREAT Call Center Manager after ordering Dan's other book Building Call Center Culture. How to become a GREAT Call Center Manager is wonderful. Very thought provoking question and answer sections about call center management. Worksheets that drill down to the call center manager and supervisor role. And 45 neat quick tips. I like it because it is all about the people, the managers and team leaders and supervisors and how to manage the call center well. Good job! ... Read more

Book Description

Who says telemarketing has to be torture, or that you have to be pushy to succeed with it? This book teaches you how to cold call using a consultative style. Learn how to feel way more comfortable making cold calls and how to prevent the urge to throw the phone out the window. Learn when telemarketing makes sense, and when it doesn't! And discover how to create effective, uncanned scripts. If you need more business, especially if you've tried telemarketing before, this is the book for you. ... Read more

Reviews (10)

Cold Calling Dentistry
This is the best book ever on the subject of telemarketing and prospecting...often (and sadly) referred to as COLD CALLING. Written with a sense of humor and a healthy balance in the reality checkbook, it steers clear of the canned script ideas perpetuated by so many of the "sales-gurus" and focuses on achievable goals (just making the call is seen as a success) and realistic, friendly dialogue with the person on the other end. What I enjoyed most is Ms Greene's "angle" that the caller not be so-damn-clever and put him/herself in the listener's place and make the process enjoyable and informative as opposed to adversarial. Read the book, visit the website, subscribe to the free e-sales-tips and take advantage of the author's offer for a hour of free coaching. What a bargain! A fun, fresh and human approach to a necessary element of building a contact base.

Great Book, Great Coaching
I initially "browsed" this book because of the title. Yes I would rather have a root canal than do cold calling was my thought at the time. I bought the book because of the content, her consultative style of writing and her practical suggestions for taking on the task of prospecting and cold calling.

I have recommended the book to business associates for one other additional reason-purchase the book and get an hour of sales coaching as part of the deal. Shawn is excellent at applying her insight, experience, and knowledge to my business issues-selling Internet marketing solutions. She takes the concepts presented in the book and gives additional guidance on the realistic application to my situation.

Buy the book for the cold calling framework, take advantage of the coaching for the practical application to your business situation-both are well worth the time and money.

A must read for anyone dealing with the "Do Not Call" issues
Big help for anyone dealing with "do not call"! There's no writers fluff
>or tired stories filling these pages. This wonderful book gets right down
>to business. Shawn Greene provides
>refreshing tips and ideas, even scripts you can use right now. In short:
>improved results with less time and effort today. This book is a delight
>to read, you'll find yourself taking it with you wherever you go and
>telling everyone one you know about this rare find. The author adds value
>with free advice on her website and will even answer individual questions.
>
>Howard J (Buzz) McKeever
>Financial Advisor

GREAT!
awesome, cool, all around perfect! it shows you that cold-calling can ACTUALLY be OK. it helped my mom get out of the times where she thought about quitting her job all around just because of cold calling!

A very useful book....
I have read them all. Always looking for an edge or a way to get better. I was having some serious problems getting through a slump while suffering from some heavy call reluctance; I came across this book, and it is a jewel. The author manages to capture just about every issue facing anyone that has to get on the phone. One idea is worth the price of the book, and there are alot of ideas in this book. And the author walks the talk.. ... Read more

Book Description

Lisa Alexander, formerly Regional Recruiter with Pfizer Pharmaceuticals, Inc. is currently Executive Director with LA Consulting. Lisa has authored PharmRepSelect a comprehansive guide to Getting a Job in Pharmaceutical Sales. The author covers the industry from A to Z with insightful, easy to read and practical information that will help you focus your approach and secure employment as a Pharmaceutical Sales Representative. By reading PharmRepSelect you will learn the essential steps to get the interview and secure the job offer with the company that fits your needs. Lisa shares her years of experience and wisdom. You will learn the selection process from theHiring Manager's perspective. PharmRepSelect is an anecodotal and informational guide that is essential for anyone entering and considering a career in this field. ... Read more

Reviews (8)

This Book Simply Lands Jobs!
Great book gives you all the insider information that you need to get the job of your dreams. I am in the final interview process with the regional manager and couldn't be happier. I loved the book and used all of the knowledge from it to get by my first 5 interviews with a breeze. Great book, low price, can't beat it. Thanks Lisa for all the help!

Great Book & Even Greater Service
Prior to reading this book I felt I had a very good idea of what landing a pharmaceutical job would take. After reading the book I quickly realized that I may have been giving myself a bit too much credit. The Manger Surveys, sample interview questions, brag book suggestions, and follow-up chapters are the one's I found most informative. This book definitely taught me techniques that will help me stand out from the crowd both before and after securing an interview.

The service provided by Lisa Alexander and her staff have also been excellent. I have e-mailed Lisa and her staff approximately four times since completing the book and have received a reply within 24 hours every time. The questions she has answered and tips she has offered me via e-mail alone are worth the $29.95 I paid for the book.

I definitely recommend this book to anyone that is serious about entering the Pharmaceutical Sales Industry.

Excellent Book & Even Better Service
Prior to reading this book I felt I had a very good idea of what landing a pharmaceutical job would take. After reading the book I quickly realized that I may have been giving myself a bit too much credit. The Manger Surveys, sample interview questions, brag book suggestions, and follow-up chapters are the one's I found most informative. This book definitely taught me techniques that will help me stand out from the crowd both before and after securing an interview.

The service provided by Lisa Alexander and her staff have also been excellent. I have e-mailed Lisa and her staff approximately four times since completing the book and have received a reply within 24 hours every time. The questions she has answered and tips she has offered me via e-mail alone are worth the $29.95 I paid for the book.

I definitely recommend this book to anyone that is serious about entering the Pharmaceutical Sales Industry.

Most comprehensive and encouraging resource you will find
After too many job rejections, I was about to give up- PharmRepSelect was recommended to me by the Manager that interviewed me but did not offer me the job- He knew it would help my interview performance. It did , every page is filled with practical, sound usable advice. The examples and stories are so clear that I was able to immediately see what I could do better on my next interview. I am now in the industry and recommend this book to anyone that is discouraged. PharmRepSelect will keep you from giving up and increase your chances tenfold of getting the job offer.

no help at all
This book won't help you much at all. There's nothing in here you won't find in some of the other books that have much more to offer. I also bought the cd, it sounds like something a high school speech class put together.
When you buy the book and cd together, you're supposed to be able to e-mail questions to the author directly. I tried that and never heard back from her even once. ... Read more

Book Description

Effective branding depends on the ability to leave a lasting (and positive) impression in the mind of the target audience. Brain Tattoos offers a practical approach -- no complicated theories, marketing jargon, or unnecessary babble -- that lets any business take its brand to the next level. Packed with tools that help readers identify their brand's purpose, personality, promise, and point of difference, Brain Tattoos will help readers:* Develop the courage to break the mold and become truly distinct* Discover ways to enlist customers and others as "brand ambassadors"* Grasp their brand's essence* Master brand building on any scale in any industry* Learn how to identify and use the most effective methods of brand communication* Learn how to leverage limited resources creativelyFilled with creative ways to maximize market impact, Brain Tattoos is a true "how-to" book written with in-the-trenches business and marketing people in mind. ... Read more

Book Description

The two crucial 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 than ever. Salespeople must understand and balance these factors to survive amidst a broad spectrum of competition. Moreover, a lot of what the typical old-time salesperson did is now done by e-commerce. The new sales professional has to capture and maintain customers by taking a consultative approach and learning to unearth the four pieces of information critical to buyers, none of which e-commerce alone can yield. The Sales Advantage will enable any salesperson to develop long-term customer relationships and help make those customers more successful -- a key competitive advantage. This audiobook includes specific advice for each stage of the eleven-stage selling process, such as:

• How to find prospects from both existing and new accounts
• How to determine customers' needs, such as their primary interest (what they want), buying criteria (requirements of the sale), and dominant buying motive (why they want it)
• How to sell beyong questions of price

Reviews (7)

Sales Advantage by Crome
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.

Disappointing at Best
As an agent for one of the largest life insurance companies in the world, I am always looking for "THAT" book which will reveal a missed point that can give the edge over my very capable competition. When I saw this I thought this might be it. After reading this book, my search must continue. The book may hold some value for someone brand new to the field of sales, but for anyone who has sold for more than a few months, t