- Paperback: 256 pages
- Publisher: Touchstone; Reprint edition (3 January 2001)
- Language: English
- ISBN-10: 0684856018
- ISBN-13: 978-0684856018
- Product Dimensions: 14 x 1.5 x 21.4 cm
- Average Customer Review: 1 customer review
- Amazon Bestsellers Rank: #45,555 in Books (See Top 100 in Books)
Selling The Wheel: Choosing The Best Way To Sell For You Your Company Your Customers Paperback – 3 Jan 2001
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William J. Lovejoy Vice-President, General Motors This book is wonderful to read, and the wisdom in it is profound!
Michael F. Snyder President, ADT Security Services, Inc. Selling the Wheel is one of the best books on sales and marketing that I have ever read. Dozens of business books cross my desk, but this is one of the few that can truly teach the selling process. Wheel will be required reading at my company.
Richard Falcone Vice-President and General Manager, AT&T After Selling the Wheel, even the veterans of sales and management will better understand what they are about. Most people in business can't see the whole product life cycle, because it extends over such a long period of time. Reading this book is like going up in the space shuttle and being able to see the world in its entirety -- the sales world, that is. You'll be able to look down and say, "That's my kind of country; that's where I'm going to succeed."
About the Author
Jeff Cox is the co-author or author of seven works of business fiction, which include The Goal, Zapp, The Quadrant Solution, Heroz, The Venture, Selling the Wheel and The Cure. Both Zapp and The Goal ranked first and second, respectively, on a list of bestselling business books from the 1990s. Jeff and his family live near Pittsburgh, PA.See all Product description
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Most helpful customer reviews on Amazon.com
In fact, they mistakenly label a product manager as a sales rep (the wizard). The person who overseas delivery of the product, repairs and schedules maintenance (examples in the book) is not a sales rep, yet in this book they refer to it as such. The book goes so far as to express that a sales rep (the wizard) would sit down with a PR person and write an article to promote the wheel. In this era, even though it's possible if you're an independent rep selling coaching services or things of that nature, that doesn't happen, and not if you work for a tech business, the sales person doesn't handle the PR.
Lastly, I don't often see a sales rep speaking at events for a business with the intent to promote the product, that's usually the CEO (think Apple, Tesla etc). The sales rep might go in for a pitch but again, not for "free" promotion of the product or service, closers close, period.
It's well written (expect for the few typos the editor missed) and an easy read, and the bold points highlighted on some of the pages contain the meat if you want to breeze through it, but again, this is NOT a way for a sales individual (referred to as "you" in the subtitle) to "choose" the best way to sell and frankly, being written in 2000 with data stretching back to the 70's, I'd pass on this.
Selling the Wheel" is both educational and entertaining, as are Jeff's other business novels. It is creatively written, humorous at times, and never dull. It satirizes many of the situations and logic we see in today's business environment including the world of the net economy. Even in ancient times, star salespeople such as Ben (below) were way ahead of the times:
"But, Ben," said Max, "if we sell them wheels at twenty-four shekels, we're gonna lose money on every wheel we sell!"
"I know, but we'll make it up on volume!" Said Ben, uttering a remark that would echo forward through the centuries.
Whether you work in sales or not, this book is easy to identify with. It touches on elements presented in Jeff's other books (Zapp, Heroz, and The Goal), including motivation, conflict, management, and day to day decision making within a company. If you have an interest in sales, or even in business, pick up this book, set aside a few hours, and dive in!
Actually, it was a 1-day-book for me. Very nice and smooth reading, like a movie. One my friend said -- "business is selling", and one can hardly argue that. Being a newbie in sales I found this book very nice and easy (but I told you that already ;-).