Selling the Wheel

Choosing the Best Way to Sell for You, Your Company, Your Customers

Howard P. Stevens, Jeff Cox

Publisher: Simon and Schuster, 2000 , 256 pages

ISBN: 0-671-03310-7

Synopsis:

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Selling the Wheel is a fascinating story about sales and marketing written in the form of an ancient parable: Once upon a time, long ago, a resourceful fellow named Max came up with a brilliant idea and invented the Wheel. But human beings, who had been getting along without the Wheel for thousands of years, did not instantly appreciate their need for this clever invention…

This is the challenge facing Max, who with his wife Minnie learns what it takes to market the wheel. They learn that as markets evolve, selling styles and strategies must change. There is no single right way — and no company can be all things to all people. This critical lesson is as valuable to sales people as it is to sales managers.

Destined to be a classic, Selling the Wheel is an indispensable tool for all readers who want to evaluate their skills, fortify their strengths, and rise above their weaknesses.

Table of Contents:

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• Introduction
• Part One The Wheel Revolution
• Part Two The Wheel Advances
• Part Three Everybody Wants Wheels!
• Part Four Billions and Billions of Wheels!
• The Wheel of Sales: A Summary
• The Future of Sales: An Afterword
• Acknowledgments