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On Your Sales Career Bookshelf: The Little Red Book of Selling
September 19, 2005
by Wendy Croix
Business School Savvy Columnist
The Little Red Book of Selling : 12.5 Principles of Sales Greatness by best selling sales guru Jeffrey Gitomer (Bard Press, 2004, $19.95).
On the Times Business Bestsellers List this month, The Little Red Book of Selling emphasizes why people buy. The book itself is designed to be carried with you, read as time permits, with bite-sized nuggets of sales skill training and motivational butt-kicking.
Fast and Funny Sales Training
With chapter titles like "Kick Your Own Ass" and "It's not who you know, it's who knows you," you might expect the information in Gitomer's book to be flip and shallow. Don't let the humor throw you. The design--including witty cartoon and margin comments and plenty of white space for your own notes--encourages you to read. In other words, the book sells itself; it does what it says. The book itself is your teacher and your role model!
Short, Sweet Motivation for Your Sales Career
A wise reader from North Carolina, Michael Claver points out that "nothing new has been invented in sales." He commends Gitomer for delivering familiar sales solutions in a fun, clear, readable way. Reviewer Steven Kempton, an Executive Search Recruiter, applauds The Little Red Book of Selling's brutal honesty, saying that Gitomer'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 that you take the time to put your heart into your work for a lifetime."
For further reading, Gitomer's other highly praised books on selling:
- The Sales Bible: The Ultimate Sales Resource, Revised Edition
- The Patterson Principles of Selling
About the Author
Wendy Croix, Ph.D. is a freelance writer, cultural critic and university professor. In her twenty years as a professional educator, Wendy has guided hundreds of students toward the careers of their dreams.
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