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Resources:
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We believe you will find the following resources helpful.
For your convenience, we have made arrangements for purchase
of most items through Amazon.com. Unless otherwise noted,
purchases may be made by clicking the title link or the associated
graphic. Of course, such purchases are subject to Amazon.com's
policies and procedures. There is some good and challenging
information here. Enjoy!
Books:
Sales and
Marketing:
The
Psychology of Sales Call Reluctance:...
George W. Dudley and Shannon L. Goodson. Published
1986...1999, Behavioral Science Research Press. This is a
tough read. Yet it is packed full of insight and backed by
tons of research. These folks have done their job.
At first, when they tried to find what differentiates top
salespeople from the rest, they could not find a factor that
was statistically significant. Top sales people come in all
sizes and shapes including all personality types. While some
personality types seem to favor sales, the most successful
are a pretty diverse lot. As they continued their research,
the only thing that consistently predicted the top sellers
was the number of contacts made.
This book is the summary of their research into why some
people make new contacts easier than others. They have identified
the 12 types of Call Reluctance®
that keep people from reaching their full potential. They
tell how individuals can remove these brakes on their production.
This is the definitive work on contact initiation. A must
read for every sales person and every sales manager.
 SPIN
Selling:... Published 1988, McGraw Hill.
Neil Rackham has done a good job. This book is well written
and based on solid research involving thousands of top sales
professionals. A groundbreaking analysis of how the world's
best exercise their craft, this is the best model of the sales
process I have found to date.
If you are experienced, it will explain what you do right
on your best days...and how you can repeat it every day. If
you are new to sales, you will save a lot of aggravation by
starting out right. These are principles you can apply to
your work right now.
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Teamwork:
 The
Whole Brain Business Book:... This book by Ned
Herrmann, published by McGraw Hill (1996), is quite literally
a mind opener. We are not talking about another simplistic
right-brain/left-brain book. Herrmann's whole brain model
will explain why organizations work well, and why they don't
work well, and what to do about it! From management to marketing,
from leadership to innovation, from creativity to personal
development the way we are wired affects how we think. Recognizing
and understanding how people think can change your life and
your business. Based on decades of research begun at General
Electric.
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Other
Business Related Topics:
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Career,
Life/Work Planning:
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Challenging:
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Miscellaneous:
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Videos and Tapes:
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Software:
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Links:
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Helping individuals and the organizations they serve
to reach their full potential through personal enrichment, communication and
training.
David
D. Cameron Professional Services,
Inc.
Communicating
ExcellenceSM
P. O. Box 136, Gerton, NC 28735
Telephone: 828 625-1612, FAX 828 625-8912
E-mail: ddcameron@communicating-excellence.com
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