Anybody involved in sales or seriously considering it as a successful career should take the time to read and re-read this book. It points to basic do's and don'ts that even top producers may overlook. These priceless topics are presented in short mini-chapters pointing to the core of the information, allowing for personal adjustments, if needed. The author describes in depth the emotions, the challenges, and the rewards involved in selling a product, service or idea. Readers will be motivated to respect their clientele, to act ethically in any given situation, and to obtain repeated sales from past clients. Experienced sales people, as well as beginners, will be inspired to improve their preparation, excel in their presentation, and benefit from incredible and consistent results. Portrayed in simple, everyday language, this book makes it for a light reading, relating sales with Broadway in almost every page. By comparing sales and acting, it forces the sales professionals to be acquainted to living continuously in the "spotlight", watching carefully each move they make, and being prepared to adjust to the way clients will react. "All the world is a stage", according to Shakespeare so we better become an Oscar-winning star in our chosen profession.

After failing in sales for six months, Tom Hopkins turned his own career around and earned more than a million dollars in three years. Now he tells readers his secrets of success.

Every publisher dreams of selling 100 million books. E. Haldeman Julius made it happen. Year after year, publishers go under before they even see a fraction of that number. The reason is simple. Few publishers truly know what the American public wants to read. Fewer still know what key words in a title can trigger a buying frenzy. Be different and gain control of your publishing success by applying the results of E. Haldeman Julius's amazing, scientific experiment. He published thousands of books, all with the same cover design, size and price. The only thing that set them apart was the title. He discovered that a change of a single word literally could mean thousands more in sales. Gain an insight into the American public's buying habits without breaking the bank. Apply key words that trigger your buyers' insatiable appetites and be the next publishing success. Don't hesitate, because your competitors sure won't.

True or false? In selling high-value products or services: 'closing' increases your chance of success; it is essential to describe the benefits of your product or service to the customer; objection handling is an important skill; open questions are more effective than closed questions. All false, says this provocative book. Neil Rackham and his team studied more than 35,000 sales calls made by 10,000 sales people in 23 countries over 12 years. Their findings revealed that many of the methods developed for selling low-value goods just don‘t work for major sales. Rackham went on to introduce his SPIN-Selling method. SPIN describes the whole selling process: Situation questions Problem questions Implication questions Need-payoff questions SPIN-Selling provides you with a set of simple and practical techniques which have been tried in many of today‘s leading companies with dramatic improvements to their sales performance.

From the author of Ahead of the Curve, a revelatory look at successful selling and how it can impact everything we do The first book of its kind, The Art of the Sale is the result of a pilgrimage to learn the secrets of the world's foremost sales gurus. Bestselling author Philip Delves Broughton tracked down anyone who could help him understand what it took to achieve greatness in sales, from technology billionaires to the most successful saleswoman in Japan to a cannily observant rug merchant in Morocco. The wisdom and experience Broughton acquired, revealed in this outstanding book, demonstrates as never before the complex alchemy of effective selling and the power it has to overcome challenges we face every day.

This second edition provides a systematic introduction to the work and views of the emerging patent-search research and innovation communities as well as an overview of what has been achieved and, perhaps even more importantly, of what remains to be achieved. It revises many of the contributions of the first edition and adds a significant number of new ones. The first part “Introduction to Patent Searching” includes two overview chapters on the peculiarities of patent searching and on contemporary search technology respectively, and thus sets the scene for the subsequent parts. The second part on “Evaluating Patent Retrieval” then begins with two chapters dedicated to patent evaluation campaigns, followed by two chapters discussing complementary issues from the perspective of patent searchers and from the perspective of related domains, notably legal search. “High Recall Search” includes four completely new chapters dealing with the issue of finding only the relevant documents in a reasonable time span. The last (and with six papers the largest) part on “Special Topics in Patent Information Retrieval” covers a large spectrum of research in the patent field, from classification and image processing to translation. Lastly, the book is completed by an outlook on open issues and future research. Several of the chapters have been jointly written by intellectual property and information retrieval experts. However, members of both communities with a background different to that of the primary author have reviewed the chapters, making the book accessible to both the patent search community and to the information retrieval research community. It also not only offers the latest findings for academic researchers, but is also a valuable resource for IP professionals wanting to learn about current IR approaches in the patent domain.