While developing out new website for Sales Training Consultants, we thought it would be a good idea to provide a reading list for sales people wanting to develop their sales skills and knowledge. So, here it is, divided into various sub-categories for ease of use:
Selling Skills
* Getting Into Your Customer's Head: 8 Secret Roles of Selling Your Competitors Don't Know, Kevin Davis. New York: Random House, 1996. (ISBN 0-8129-2628-5) * Stop Selling and Start Partnering, Larry Wilson * Changing the Game, Larry Wilson. New York: Simon and Schuster, 1987. * SPIN Selling, Rackham, Neil. New York: McGraw Hill, 1988. * Solution Selling by Michael T. Bosworth (Irwin Publishing, 1995). * Samurai Selling: The Ancient Art of Service in Sales by Chuck Laughlin, Karen Sage and Marc Bockmon (St. Martin's, 1993). * The 25 Sales Habits of Highly Successful Salespeople , by Stephan Schiffman (Adams Publishing, 1994). * The AMA Handbook of Successful Selling, by Bob Kimball (NTC Publishing Group, 1993). * The Selling Bible: For People in the Business of Selling, by John L. Lawton (Council Oaks Distribution, 1995) * Closing Tactics, Andoni Lizardi * Negotiate to Close, Gary Karass * Ziglar on Selling, Zig Ziglar. Nashville, TN: Ziglar Corporation, 1991. * The Sales Strategist: 6 Breakthrough Strategies to Win New Business, Warren Kurzrock. New York: Irwin Publishing, 1996. ISBN: 0-7863-0738-2. * Selling to VITO: the Very Important Top Officer, Anthony Parinello, Massachusetts, Bob Adams, 1994. * Selling to the Top, David A. Peoples. New York, John Wiley & Sons, 1994. * Sales Reengineering From the Outside In, Mark Blessington and Bill O'Connell (McGraw Hill, 1995). * Strategic Selling, Stephen Heiman and Robert Miller. * Conceptual Selling, Stephan Heiman and Robert Miller. Berkeley, CA: Miller Heiman, 1987. * Selling the invisible, Harry Beckworth * Cracking New Accounts: Tips and Techniques for Opening and Closing the Sales in Half the Time, Terry L. Booton (Probus, 1994). * Guerilla Selling: Unconventional Weapons and Tactics for Increasing Your Sales, Jay Conrad Levinson, Orvel Ray Wilson and Bill Gallagher (Houghton Mifflin, 1992).
Business Acumen
* The One to One Future: Building Relationships One Customer at a Time, by Don Peppers and Martha Rogers (Doubleday, 1993). * The Monster Under the Bed by Stan Davis & Jim Bodkin. (Simon and Schuster, 1994). * Corporate Life Cycles: How and Why Corporations Grow and Die and What to Do about It by Izak Adiches. (Englewood Cliffs, NJ: Prentice Hall, 1990). * The Little Black Book of Business Math, by Michael C. Thomsett. (New York: Anacom, 1988). * The Art of War, by Sun-Tzu (Delacorte, 1989). * The Goal, by Eliyahu M. Goldratt (North River Press, 1992). * The E Myth: Why Most Small Businesses Don't Work and What to Do About It by Michael E. Gerber (Harper-Business, 1990). * The Popcorn Report: The Future of Your Company, Your World, Your Life by Faith Popcorn (Harper-Business, 1992). * Finance and Accounting for Non-Financial Managers by William G. Droms, (Reading MA: Addison Wesley, 1990). * The Vital Difference: Unleashing the Powers of Sustained Corporate Success, by Frederick G. Harmon and Garry Jacobs, (AMACOM, 1985). * What They Don't Teach You at Harvard Business School, Mark H. McCormack, (Bantam Books, 1984). * Zap, the Power of Empowerment by Jeff Cox. * Marketing, by Robert D. Hisrich (Barron's Educational Series, 1990). * Multi-Level Marketing: The Definitive Guide to America's Top MLM Companies (Summit Group, 1993). * Relationship Marketing: Successful Strategies for the Age of the Customer, by Regis McKenna (Addison Wesley, 1993). * How to Drive Your Competition Crazy, Guy Kawasaki. * The Ten-Day MBA : A Step-By-Step Guide to Mastering the Skills Taught in America's Top Business Schools @amazon.com * The Complete MBA For Dummies? @amazon.com * Financial Statements : A Step-By-Step Guide to Understanding and Creating Financial Reports @amazon.com * Business Planning : 25 Keys to a Sound Business Plan (The New York Times Pocket MBA Series) @amazon.com * Tracking & Controlling Costs : 25 Keys to Cost Management (The New York Times Pocket MBA Series) @amazon.com * Forecasting Budgets @amazon.com
Strategic Sales Planning
* The Magic Lamp: Goal Setting for People Who Hate Setting Goals, Keith Ellis, Three Rivers Pr., 1998, ISBN: 060980166X. * Achieving Individual and Team Goals, Terry R. Bacon, Thomas Doggett, International Learningwork, 1996, ISBN: 1577400135. * The Agile Manager's Guide to Goal-Setting and Achievement (The Agile Manager Series), Walter Wadsworth, Velocity Pub., 1998, ISBN: 0965919323. * All About Goals and How to Achieve Them, Jack Ensign Addington, Devorss and Co (Txp), 1977, ISBN: 0875162371. * 10 Minute Guide To Planning (10 Minute Guides), Edwin E. Bobrow, IDG Books Worldwide, 1997, ISBN: 0028618181. * The Sales Strategist: 6 Breakthrough Strategies to Win New Business, Warren Kurzrock. New York: Irwin Publishing, 1996. (ISBN 0-7863-0738-2) * Sales Reengineering From the Outside In, by Mark Blessington and Bill O'Connell (McGraw Hill, 1995). * First Things First, Steven Covey, Roger Merrill and Rebecca R. Merrill (Simon & Schuster, 1994) * Winning the Fight between You and Your Desk by Jeffrey J. Mayer (Harper Business, 1994) * Strategic Selling, Heiman, Stephen and Miller, Robert. * Conceptual Selling, Heiman, Stephen and Miller, Robert. Berkeley, CA: Miller Heiman, 1987. * Successful Large Account Management, by Robert Miller * Major Account Sales Strategies, by Neil Rackham. New York: McGraw Hill, 1989. * Managing Major Accounts, Neil Rackham * Stop Selling and Start Partnering, Larry Wilson * Power of Consultative Selling, Bryce Webster * Organizational Capability: Competing from the Inside Out, by Dave Ulrich and Dale Lake, (John Wiley and Sons, 1990). * Getting to Yes: Negotiating Agreement without Giving In, Fisher and Uri. * Cracking New Accounts: Tips and Techniques for Opening and Closing the Sales in Half the Time, by Terry L. Booton (Probus, 1994). * Guerilla Selling: Unconventional Weapons and Tactics for Increasing Your Sales, by Jay Conrad Levinson, Orvel Ray Wilson, and Bill Gallagher (Houghton Mifflin, 1992).
Customer Focus
* Discipline of Market Leaders, Treachy, Michael and Wiersema, (Addison Wesley, 1995) * Brain Power: Learn to Improve Your Thinking Skills , Karl Albrecht. Prentice Hall, 1987. * Seven Habits of Highly Effective People. Stephen R. Covey. New York: Simon & Schuster, 1990. * Raving Fans: A Revolutionary Approach to Customer Service , Ken Blanchard and Sheldon Bowles. New York, William Morrow & Co., 1993. ISBN 0-688-12316-3. * Stop Selling and Start Partnering, Larry Wilson & Hersch Wilson. * One-to-One Marketing, Martha Rodgers and Don Peppers. * The Customer Driven Company: Moving from Talk to Action , Richard C. Whiteley. Addison Wesley, Reading, MA, 1991. ISBN 0-201-57090-4. * Customer Centered Growth: 5 Strategies for Building Competitive Advantage, Dianne Hessen and Richard Whitely. Addison Wesley, Reading, MA, 1996. ISBN: 0-201-47967-2. * Getting Into Your Customer's Head: 8 Secret Roles of Selling Your Competitors Don't Know , Kevin Davis. New York, Random House, 1996. ISBN 0-8129-2628-5. * Changing the Game, Larry Wilson, New York, Simon & Schuster, 1987. * Solution Selling, Michael T. Bosworth. Irwin Publishing, 1995. * Customer Visits: Building a Better Market Focus , Edward F. McQuarrie, Sage Pubns., 1998, ISBN: 0761908838. * Customer Focus: A Strategy for Success, Roger Langevin, Bill Christopher, Crisp Pubns., 1998, ISBN: 1560524855. * The Discipline of Market Leaders: Choose Your Customers, Narrow Your Focus, Dominate Your Market , Michael Treacy, Frederik D. Wiersema, Perseus Pr., 1997, ISBN: 0201407191. * Implementing Quality With a Customer Focus , David N. Griffiths, Quality Resources, 1991, ISBN: 0873891104.
End User Effectiveness
* All Consumers Are Not Created Equal, Garth Hallberg. John Wiley & Sons, 1996. 320 pages. * Real Time, Regis McKenna. Harvard Business School Press, 1998. * Enterprise One to One, Don Peppers and Martha Rogers, Ph.D. Currency Doubleday, 1997. * Keeping the Edge, Dick Schaaf. Dutton, 1995. * Customer-Centered Growth, Richard Whiteley and Diane Hessan. Addison-Wesley, 1996. * Strategic Customer Alliances : How to Win, Manage, and Develop Key Accounts @amazon.com * Key Accounts Are Different : Sales Solutions for Key Account Managers @amazon.com * Account Management (Building Service Management Program) @amazon.com * Successful Large Account Management by Tad Tuleja(Contributor), et al @amazon.com * Key Account Management: The Route to Key Supplier Status by Peter Cheverton @amazon.com * Key Account Management: Maximizing Profitability from Major Customers by John Rock @amazon.com
Negotiation Skills
* Getting to Yes: Negotiating Agreement Without Giving In by Roger Fisher and Bill Ury (Viking Penguin, 1991). * Getting Past No, Bill Ury (Viking Penguin, 1993) * The Tao of Negotiation by Joel Edelman and Mary Beth Crain (Harper Business, 1993). * How to Out-Negotiate Anyone (Even a Car Dealer) by Leo Reilly (Adams Publishing, 1993). * Major Account Sales Strategies, by Neil Rackham (McGraw Hill, 1989). * The Complete Negotiator, Gerard Nierenberger, (Berley Books, 1986). * The Negotiation Toolkit: How to Get Exactly What You Want in Any Business or Personal Situation @amazon.com * Deal Power: 6 Foolproof Steps to Making Deals of Any Size by Marc Diener @amazon.com * The Power of Negotiating: Strategies for Success by Mike R. Stark @amazon.com * The Shadow Negotiation: How Women Can Master the Hidden Agendas That Determine Bargaining Success by Deborah M. Kolb, Judith Williams @amazon.com
Channel Partner Effectiveness
* The channel advantage, Lawrence Friedman and Timothy Furey * Market-Based Management: Strategies for Growing Customer Value and Profitability, 2nd edition, (Prentice Hall, 2000) - Roger Best - Part III Tactical Marketing Strategies Chapter 9 * Make Your Dealers Your Partners Harvard Business Review, March-April 1996, pp. 89-96. * Rethinking Distribution: Adaptive Channels Harvard Business Review, July-August 1996, pp. 112-120. (Englewood Cliffs, NJ: Prentice Hall, 1990). * The Sales Rep Navigator: How to Find the Perfect Sales Rep or Distributor for Your Business, @amazon.com * How to Market Your Product Through Distributor sales Networks, @amazon.com * Planning Telephone Sales: Handbook for Distributor Management, @amazon.com * The Channel Advantage : Going to Market With Multiple Sales Channels to Reach More Customers, Sell More Products, Make More Profit @amazon.com * Channel Champions: How leading companies build new strategies to serve customers @amazon.com
Computer Skills
* Lotus Notes for Dummies, @amazon.com * PowerPoint for Dummies, @amazon.com * Excel for Dummies, @amazon.com * Word for Dummies @amazon.com
This article seeks to give you a solid knowledge base regarding the subject matter, no matter what your previous experience on the topic. Cats are wonderful animals! It is remarkable how well these animals have adapted to domesticity. It has been estimated that they have been living in close contact with human beings for approximately 3,500 years.
Not only are they good for pets, but they are also very useful to humans. The ancient Egyptians took care of them to get rid of the mice in their homes. No wonder there have been hundreds and hundreds of books written that are devoted to the subject of these animals. Most of these books have to do with cat training.
Since cats are predatory creatures by instinct; they still exhibit some behaviors that are best suited in the wilderness. This sometimes becomes a problem for people who have cats living in their households. That is why there are a lot of training books that have been written to address various issues concerning cat training.
Different types of training books:
There are various different types of training books that are available in the market. Some deal with the issue of cats' health and their behavior. Some are reference books written by veterinarians. They offer insights and tips on how to properly take care of cats. These types of books can be used as a resource by owners when training their cats.
While other cat training books are categorized according to breed, some give those readers who are seeking to gain more knowledge on a specific breed of cats more extensive, and helpful information.
Where to get these books:
These books can be purchased in local bookstores. They can even be borrowed in libraries. But the most convenient place to get them would be online. There's a wide range of cat training books to choose from in the internet. Rates and reviews of these books are also available. This gives the buyer some insight about the book, helping them decide and pick out exactly the type of cat training book they are looking for.
Who buys these books?
Books on how to train cats are perfect for first time cat owners. These books will offer them the much needed information they need in order to take care of their cats. A lot of cat lovers also have a collection of cat books. Ranging in topics from breed books, photography, fiction, cat care, training, nutrition, etc.
Cat training books are a perfect companion for any cat owner. Every cat owner should at least have one on their book shelf.
Here are some of the best-selling and truly amazing cat training books that can have one's pet cat do more than meowing and scratching:
1. "Guide to Well-Behaved Cat: A Sound Approach to Cat Training"
The book says it all. It aims to train the cat to behave. Written by Phil Maggiti, this book is packed with rich information and divided into four parts. The first chapter tackles the cat's evolution, while the second is all about its domestication. Design and function of an ordinary cat is discussed in chapter three, while chapter four talks about human-pet relationship topics such as why does a kitty disobey the owner when it is called?
2. "Understanding or Training Your Cat or Kitten"
This acclaimed book is from H. Ellen Whiteley, a veterinarian who understands cats more than an average person does. This book contains 292 pages of important information that can truly make you understand, train and appreciate one's pet cat.
3. "Handbook of Behavior Problems of the Dog and Cat"
This book is a collaboration of Gary M. Landsberg, W. Hunthausen and L. Ackerman. Published by Elvesier Health Sciences, this is one of the most reputable books in cat training. Okay, so it is dual purpose - it is about cats and dogs, but it doesn't matter. It is as informative as any other cat training book out there.
From discussing kitten development to suggesting therapy for behavior and diet-related problems, from approaching feline agression to finding out what the "European approach to behavior counseling" is, this book is indeed helpful.
4. "Cat Training in 10 Minutes"
The "Cat Training in 10 Minutes" is 142 pages of quirky information on how to communicate effectively with cats. Written by Miriam Fields-Banineau, a certified cat lover, this guide is easy to read and highly effective. Every cat owner can toilet-train his kitty in just a few reading sessions! It will not be long before the cat also follows the owner's commands! The photographs in the book are very attractive as well.
Nobody says cat training is going to be easy. That's why cat training books are available online so one can get the gist and be the best cat owner in town. We hope that you have found this article interesting and eye catching to say the least. It's objective is to entertain and inform.
Both John Fowler & are contributors for EditorialToday. The above articles have been edited for relevancy and timeliness. All write-ups, reviews, tips and guides published by EditorialToday.com and its partners or affiliates are for informational purposes only. They should not be used for any legal or any other type of advice. We do not endorse any author, contributor, writer or article posted by our team.
John Fowler has sinced written about articles on various topics from Sales Training, Site promotion and Sales Training. John Fowler is a sales and management trainer designing and delivering workshops across the world specifically for the IT industry. John can be contacted on his website at. John Fowler's top article generates over 9900 views. to your Favourites.
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