انگلیسی 1391

The son of a pig farmer in Missouri, Carnegie was poor, insecure, and unpolished. But through grit, stubborness, and a high tolerance for failure, he became a collegiate debate champion and founder of a popular YMCA public speaking course. Born into deep poverty in Detroit, Joe Girard, another sales guru, took his first job at the age of eight, shining shoes in a hardscrabble saloon. The next several decades were not much better, as he drifted from one unpromising job to another, until finally, with two hungry children and not a penny to his name, Girard turned to car sales-and became a one-man selling machine. In fact, he single-handedly sold more cars than 95 percent of all the dealership in North America! Girard built trust with his customers by listening to them, showing genuine interest, and nurturing the relationship with follow-up calls and monthly notes. "The Giants of Sales" gives you a broad and deep understanding of the entire selling field. It helps you weigh the pros and cons of the selling methods these innovators spurred - process-oriented sales method, relationship-driven methods, linguistic approaches, and tactical method. And it gives you step-by-step advice for making some of the most powerful ideas in the history of selling work for you.