Can I Have 5 Minutes of Your Time?


Book Description

Becker understands that hard work, common sense, and close attention to customer needs are trademarks of a good salesperson. His book echoes that same insight for those who want to achieve sales success.




Hal Becker's Ultimate Sales Book


Book Description

There are hundreds of books about sales, but how many of them have actually helped anyone become a better salesperson? Hal Becker’s Ultimate Sales Bookis a sales book and sales training course rolled into one, written by Xerox’s former number-one U.S. salesperson and one of America’s top sales trainers. It contains a wealth of practical information that many seasoned salespeople have forgotten...and which new salespeople need to master. It includes action steps to help you develop unique and proven selling methods, set goals, list prospects, and even discover your own ways to answer objections. Plus targeted quizzes at the end of each chapter to hone your skills. This is truly the one sales book every salesperson needs.




Birth of a Salesman


Book Description

In this entertaining and informative book, Walter Friedman chronicles the remarkable metamorphosis of the American salesman from itinerant amateur to trained expert. From the mid-nineteenth century to the eve of World War II, the development of sales management transformed an economy populated by peddlers and canvassers to one driven by professional salesmen and executives. From book agents flogging Ulysses S. Grant's memoirs to John H. Patterson's famous pyramid strategy at National Cash Register to the determined efforts by Ford and Chevrolet to craft surefire sales pitches for their dealers, selling evolved from an art to a science. "Salesmanship" as a term and a concept arose around the turn of the century, paralleling the new science of mass production. Managers assembled professional forces of neat responsible salesmen who were presented as hardworking pillars of society, no longer the butt of endless "traveling salesmen" jokes. People became prospects; their homes became territories. As an NCR representative said, the modern salesman "let the light of reason into dark places." The study of selling itself became an industry, producing academic disciplines devoted to marketing, consumer behavior, and industrial psychology. At Carnegie Mellon's Bureau of Salesmanship Research, Walter Dill Scott studied the characteristics of successful salesmen and ways to motivate consumers to buy. Full of engaging portraits and illuminating insights, Birth of a Salesman is a singular contribution that offers a clear understanding of the transformation of salesmanship in modern America.




The Rise of the Arabic Book


Book Description

The little-known story of the sophisticated and vibrant Arabic book culture that flourished during the Middle Ages. During the thirteenth century, Europe’s largest library owned fewer than 2,000 volumes. Libraries in the Arab world at the time had exponentially larger collections. Five libraries in Baghdad alone held between 200,000 and 1,000,000 books each, including multiple copies of standard works so that their many patrons could enjoy simultaneous access. How did the Arabic codex become so popular during the Middle Ages, even as the well-established form languished in Europe? Beatrice Gruendler’s The Rise of the Arabic Book answers this question through in-depth stories of bookmakers and book collectors, stationers and librarians, scholars and poets of the ninth century. The history of the book has been written with an outsize focus on Europe. The role books played in shaping the great literary cultures of the world beyond the West has been less known—until now. An internationally renowned expert in classical Arabic literature, Gruendler corrects this oversight and takes us into the rich literary milieu of early Arabic letters.




The Honest Real Estate Agent


Book Description

Brand New Third Edition! This book is for brand new Agents and experienced Agents looking to jump start their business. It's not a book for everyone. The book is for Honest Real Estate Agents who care about their customers, work hard and want to make a difference in helping other people. One of the drawbacks of most real estate schools is they teach you only how to pass the real estate exam. They don't teach you how to succeed as a Real Estate Agent once you get your license. This is the book for you because it will help you hit the ground running once you get your license. In the past five years thousands of new Agents have bought this book as they embark on their career in real estate.




Selling Sounds


Book Description

From Tin Pan Alley to grand opera, player-pianos to phonograph records, David Suisman’s Selling Sounds explores the rise of music as big business and the creation of a radically new musical culture. Around the turn of the twentieth century, music entrepreneurs laid the foundation for today’s vast industry, with new products, technologies, and commercial strategies to incorporate music into the daily rhythm of modern life. Popular songs filled the air with a new kind of musical pleasure, phonographs brought opera into the parlor, and celebrity performers like Enrico Caruso captivated the imagination of consumers from coast to coast. Selling Sounds uncovers the origins of the culture industry in music and chronicles how music ignited an auditory explosion that penetrated all aspects of society. It maps the growth of the music business across the social landscape—in homes, theaters, department stores, schools—and analyzes the effect of this development on everything from copyright law to the sensory environment. While music came to resemble other consumer goods, its distinct properties as sound ensured that its commercial growth and social impact would remain unique. Today, the music that surrounds us—from iPods to ring tones to Muzak—accompanies us everywhere from airports to grocery stores. The roots of this modern culture lie in the business of popular song, player-pianos, and phonographs of a century ago. Provocative, original, and lucidly written, Selling Sounds reveals the commercial architecture of America’s musical life.




Empires of Ideas


Book Description

The United States is the global leader in higher education, but this was not always the case and may not remain so. William Kirby examines sources of—and threats to—US higher education supremacy and charts the rise of Chinese competitors. Yet Chinese institutions also face problems, including a state that challenges the commitment to free inquiry.




Selling Hope


Book Description

With its huge jackpots and heartwarming rags-to-riches stories, the lottery has become the hope and dream of millions of Americans--and the fastest-growing source of state revenue. Despite its popularity, however, there remains much controversy over whether this is an appropriate business for state government and, if so, how this business should be conducted.




Who’s Black and Why?


Book Description

2023 PROSE Award in European History “An invaluable historical example of the creation of a scientific conception of race that is unlikely to disappear anytime soon.” —Washington Post “Reveals how prestigious natural scientists once sought physical explanations, in vain, for a social identity that continues to carry enormous significance to this day.” —Nell Irvin Painter, author of The History of White People “A fascinating, if disturbing, window onto the origins of racism.” —Publishers Weekly “To read [these essays] is to witness European intellectuals, in the age of the Atlantic slave trade, struggling, one after another, to justify atrocity.” —Jill Lepore, author of These Truths: A History of the United States In 1739 Bordeaux’s Royal Academy of Sciences announced a contest for the best essay on the sources of “blackness.” What is the physical cause of blackness and African hair, and what is the cause of Black degeneration, the contest announcement asked. Sixteen essays, written in French and Latin, were ultimately dispatched from all over Europe. Documented on each page are European ideas about who is Black and why. Looming behind these essays is the fact that some four million Africans had been kidnapped and shipped across the Atlantic by the time the contest was announced. The essays themselves represent a broad range of opinions, which nonetheless circulate around a common theme: the search for a scientific understanding of the new concept of race. More important, they provide an indispensable record of the Enlightenment-era thinking that normalized the sale and enslavement of Black human beings. These never previously published documents survived the centuries tucked away in Bordeaux’s municipal library. Translated into English and accompanied by a detailed introduction and headnotes written by Henry Louis Gates, Jr., and Andrew Curran, each essay included in this volume lays bare the origins of anti-Black racism and colorism in the West.




Feeling Backward


Book Description

'Feeling Backward' weighs the cost of the contemporary move to the mainstream in lesbian and gay culture. It makes an effort to value aspects of historical gay experience that now threaten to disappear, branded as embarrassing evidence of the bad old days before Stonewall. Love argues that instead of moving on, we need to look backward.