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Delivering Profitable Value
» $28.50

A Revolutionary Framework to Accelerate Growth, Generate Wealth and Rediscover the Heart of Business

By Michael J. Lanning
Product Details:
ISBN: 0738201626
Format: Paperback, 336 pages
Pub. Date: December 1999
Publisher: Perseus Publishing

In Delivering Profitable Value, Michael Lanning draws from over twenty-five years' experience to offer a fundamentally new approach to strategy and performance, showing how any business can transform itself into a value delivery system that consistently and profitably delivers superior experiences to customers. At its core, Delivering Profitable Value is about the creative relationship between an organization and its customers. Michael Lanning's landmark book provides a tested method for establishing and nurturing those relationships, and capturing the profitable growth that results.

SPIN Selling
» $29.95

Strategies and tools that guarantee big-ticket sales!

By Author Neil Rackham
Product Details:
ISBN: 0070511136
Format: Hardcover: 197 pages
Pub. Date: May 1, 1988
Publisher: McGraw-Hill

Developed from 12 years of research into 35,000 sales calls, SPIN--Situation, Problem, Implication, Need-payoff--is already is use by many of the world's top sales forces. Now these revolutionary, easy-to-apply methods are available here. With wit and authority, Neil Rackman explains the SPIN strategy, using real-world examples and informative cases.

The SPIN Selling Fieldbook
» $22.95

Put into practice today's winning strategy for achieving success in high-end sales!

By Author Neil Rackham
Product Details:
ISBN: 0070522359
Format: Paperback, 201 pages
Pub. Date: June 1996
Publisher: McGraw-Hill

The SPIN Selling Fieldbook is your guide to the method that has revolutionized big-ticket sales in the United States and globally. It's the method being used by one-half of all Fortune 500 companies to train their sales forces, and here's the interactive, hands-on field book that provides the practical tools you need to put this revolutionary method into action -- immediately. The SPIN Selling Fieldbook includes:

  • Individual diagnostic exercises
  • Illustrative case studies from leading companies
  • Practical planning suggestions
  • Provocative questionnaires
  • Practice sessions to prepare you for dealing with challenging selling situations
Written by the pioneering author of the original bestseller, SPIN Selling, this book is aimed at making implementation easy for companies that have not yet established SPIN techniques. It will also enable companies that are already using the method to reinforce SPIN methods in the field and in coaching sessions.

Successful Large Account Management
» $14.95

The strategies that will keep your customers coming back.

By Author Tad Tuleja, Stephen E. Heiman, Robert B. Miller
Product Details:
ISBN: 0446393568
Format: Paperback 218 pages
Pub. Date: April 1992
Publisher: Publisher: Warner Books

Whether your company has $50,000 or $5 million in sales, chances are that at least half of your revenues come from a few crucial accounts. What does it take to keep them going strong? The authors of Strategic Selling and Conceptual Selling have put together a hard-hitting, non-nonsense book of techniques to improve your most important business relationships.

The New Strategic Selling
» $15.95

Selling Both a Strategic and Tactical Endeavor

By Stephen E. Heiman, Diane Sanchez
Product Details:
ISBN: 0446673463
Format: Paperback, 448 pages
Pub. Date: January 1, 1998
Publisher: Warner Business Books

Confronts the rapidly evolving world of businessto-business sales with new real-world examples, new strategies for confronting competition, & a special section featuring the most commonly asked questions from the Miller Heiman workshops.

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