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Jeffrey Gitomer's Little Red Book of Selling:  12.5 Principles fo sales greatness:  How to make sales FOREVER (Jeffrey Gitomer's Little Book Series) (English Edition)
 
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Jeffrey Gitomer's Little Red Book of Selling: 12.5 Principles fo sales greatness: How to make sales FOREVER (Jeffrey Gitomer's Little Book Series) (English Edition) [Format Kindle]

Jeffrey Gitomer
4.0 étoiles sur 5  Voir tous les commentaires (1 commentaire client)

Prix éditeur - format imprimé : EUR 16,59
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Descriptions du produit

From Publishers Weekly

If salespeople are worried about how to sell, Gitomer (The Sales Bible) believes they are missing out on the more important aspect of sales: why people buy. This, he says, is "all that matters," and his latest book aims to demystify buying principles for salespeople. From the red cloth cover to the small trim size to the amusing (but not cloying) cartoons on almost every page, this is an appealing and accessible book. The author is obviously enthusiastic, if not manic, about sales, and though some of his mantras verge on hokey, much of his prose is straightforward and realistic. Each chapter includes a mini table of contents, pull quotes and takeaway sound bites, examples of typical whines from salespeople (e.g., "the client said they spent their whole budget") paired with a positive response (e.g., "Decision makers make the budget. Non-decision makers spend the budget"), and plenty of advice and ideas that can be taken in and studied as a whole or referred to at random for inspiration.
Copyright © Reed Business Information, a division of Reed Elsevier Inc. All rights reserved.

Présentation de l'éditeur

Wall Street Journal Business Best-Seller, Jeffrey Gitomer's Little Red Book of Selling is now available! It includes Jeffrey's 12.5 Principles of Sales Greatness and strategies and answers from a lifetime of selling that will teach you how to make sales forever.

In this book, you will have the opportunity to understand why sales happen. And by mastering the elements that Jeffrey Gitomer gives you, you'll make sales happen for yourself forever.

Détails sur le produit

  • Format : Format Kindle
  • Taille du fichier : 1347 KB
  • Nombre de pages de l'édition imprimée : 189 pages
  • Vendu par : Amazon Media EU S.à r.l.
  • Langue : Anglais
  • ASIN: B004Z1EXMQ
  • Synthèse vocale : Activée
  • X-Ray :
  • Word Wise: Activé
  • Moyenne des commentaires client : 4.0 étoiles sur 5  Voir tous les commentaires (1 commentaire client)
  • Classement des meilleures ventes d'Amazon: n°84.108 dans la Boutique Kindle (Voir le Top 100 dans la Boutique Kindle)
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Commentaires client les plus utiles
1 internautes sur 2 ont trouvé ce commentaire utile 
4.0 étoiles sur 5 Une initiation pratique à la vente 5 mai 2007
Par lco TOP 1000 COMMENTATEURS
Format:Relié
N'étant pas vendeur moi-même et ressentant parfois quelques difficultés à vendre mes idées, j'éprouve depuis toujours un intérêt teinté d'admiration pour les qualités des meilleurs vendeurs, notamment la pugnacité, le sens du relationnel et l'optimisme à tout crin. C'est donc avec curiosité que j'ai lu le livre de Jeffrey Gitomer.

Contenu: 1) personal improvement, 2) prospecting for golden leads, 3) how to win the sales battle, 4) Sales skill building, 5) Building the friendship, 6) Building your personal brand

Jeffrey Gitomer est un consultant de renom: il donne de nombreuses conférences aux Etats-Unis, il a écrit plusieurs livres, et il publie une excellente newslette sur son site (taper "buy gitomer" dans Google). Le livre est à l'image de son auteur: attachant, survitaminé, et intelligent. On resent au détour de certaines phrases l'excellent performer que doit être Gitomer lors de ses conférences.

Autant le dire tout de suite, ce livre n'a pas comblé toutes mes attentes car le traitement des sujets m'a paru parfois un peu trop simple. Pourtant, je garderai un souvenir plaisant de cette lecture car Jeffrey Gitomer a l'art de faire passer un souffle d'esprit positif à chaque page.
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Commentaires client les plus utiles sur Amazon.com (beta)
Amazon.com: 4.3 étoiles sur 5  291 commentaires
238 internautes sur 260 ont trouvé ce commentaire utile 
2.0 étoiles sur 5 Rah Rah without substance 20 avril 2005
Par mruseless - Publié sur Amazon.com
Format:Relié
This book is one of dozens out there that should go in the motivation section rather than the sales section. If you need motivation, this book is great. But if you are looking for solid advice on how to improve your sales technique, don't waste your money. The book is littered with cute phrases like "Kick your own ass", and "the more you love it, the more you will sell".

I bought the book because there are small nuggets of good information in it. I kept it because I know someday I will need motivation. But I quickly became tired of "Rah-Rah, I'm the best salesman ever, and you suck unless you work harder." Don't get me wrong, everyone could stand to work harder. But that wasn't what I was looking for.

If you want motivation, read this book. If you want solid sales advice, read "SPIN Selling", or "Soft Sell".
122 internautes sur 131 ont trouvé ce commentaire utile 
1.0 étoiles sur 5 Should be titled, "Little Red Book on How to Be a Salesman" 19 mars 2006
Par David Brown - Publié sur Amazon.com
Format:Relié
Mine is obviously a dissenting opinion, but I vehemently disliked this little book. As one of the previous reviewers so aptly pointed out, it is not about selling, it is about personal motivation. If you need somebody to tell you the obvious things you need to do to be a successful sales person, then this book may help you. But if you're interested in learning about the sales process, there's just not much here.

The bombastic and cutesy writing quality is a big put-off for me, from the numbered lists that all end in ".5" to the use of semi-outrageous language. The author warns his readers that, "This book contains language used by real people used <sic> in real situations in sales." I don't know what crowd he is selling to, but I have been in sales for thirty-five years and I don't recall anyone ever using the word "puke" in a business conversation. The author must really like that word, as he overuses it throughout the book.

My biggest disappointment was that he actually hooked me in the introduction with the concept that we really should be studying how customers buy rather than how salesmen sell. That seemed like a clever and viable to way look at the selling/buying process, but there was unfortunately no follow up on that idea throughout the remainder of the book.

If you're trying to pump yourself up or have work ethic issues, then maybe it's worth the purchase, but if you appreciate good writing and thoughtful analysis, don't waste your twenty bucks.
45 internautes sur 50 ont trouvé ce commentaire utile 
5.0 étoiles sur 5 Could be the best sales book I have ever read.... 27 février 2005
Par Steven Kempton - Publié sur Amazon.com
Format:Relié|Achat vérifié
I have been in sales for at least seven years full time as an Executive Search Recruiter in the US, Japan, and New Zealand. I am a big believer in personal development and so I have read my fair share of sales books. To be honest there are books that forget to tell you that it will be difficult and take time to grow your business and ability but Jeff Gitomer's book does neither of these things. He is brutally honest and at the same time inspirational in his goal to make you the best salesperson you can be.... for life. This is not a book for people who need a quick fix to get them out of a slump or to even convince them that a sales career is for them. Jeff's main focus is on techniques and attitude to be the best. Not half way there, but the very best. He doesn't prescribe shortcuts although you can take pieces of his advice and use them the next day, ultimately he is suggesting you take the time to put your heart into your work for a lifetime. It is a concept that people who go to work for a pay check may really struggle to put into practice for an employer, but for business owners and those who want to push themselves for lifelong sales and professional achievement then I highly recommend this book to you.
28 internautes sur 30 ont trouvé ce commentaire utile 
3.0 étoiles sur 5 Irritating at times, some good stuff 25 mai 2005
Par Scott Reed - Publié sur Amazon.com
Format:Relié
Some of this stuff isn't practical, like having your kid leave voice mail messages for hard to reach prospects (note to Jeff...it didn't work!).

However, the section about power questions was right on the money. 95 percent of all salespeople ask stupid, pointless questions. Power questions work.

A strong 3 1/2 stars. Not the best I've read, but worth the $$$.
34 internautes sur 40 ont trouvé ce commentaire utile 
1.0 étoiles sur 5 Terrible 13 mars 2008
Par SDB - Publié sur Amazon.com
Format:Relié|Achat vérifié
I'm sure Mr. Gitomer is a good salesman since he, after all, managed to sell me his book. But he's not a good author and his book is not worth the time. His practical advice ranges from things like "don't whine", "buy your own laptop if your company won't buy you one" to "stay up late to prepare for next day instead of watching TV."

Maybe there is some good advice in this book for children selling lemonade down the street, but its a joke for any true Sales/Marketing professional. There are tons of better books out there, don't waste your time on this one. For good books on complex sales, try "Solution Selling" by Bosworth or "Hope is not a strategy" by Page. They lay out a proven, scientific and structured approach to the entire sales cycle. My company uses it routinely to great effect.
Solution Selling: Creating Buyers in Difficult Selling Markets
Hope Is Not a Strategy: The 6 Keys to Winning the Complex Sale
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