IES Management College And Research Centre

Stop selling and start leading: how to make extraordinary sales happen (Record no. 50367)

MARC details
000 -LEADER
fixed length control field 05171 a2200193 4500
008 - FIXED-LENGTH DATA ELEMENTS--GENERAL INFORMATION
fixed length control field 181130b ||||| |||| 00| 0 eng d
020 ## - INTERNATIONAL STANDARD BOOK NUMBER
International Standard Book Number 978-81-265-7509-1
082 ## - DEWEY DECIMAL CLASSIFICATION NUMBER
Classification number 658.81/Kou/Pos
100 ## - MAIN ENTRY--PERSONAL NAME
Personal name Kouzes, James; Posner, Barry; Calvert, Deb
9 (RLIN) 32728
245 ## - TITLE STATEMENT
Title Stop selling and start leading: how to make extraordinary sales happen
260 ## - PUBLICATION, DISTRIBUTION, ETC. (IMPRINT)
Place of publication, distribution, etc New Delhi
Name of publisher, distributor, etc Wiley India Pvt. Ltd.,
Date of publication, distribution, etc 2018
300 ## - PHYSICAL DESCRIPTION
Extent vii, 214
Other physical details Hardbound
505 ## - FORMATTED CONTENTS NOTE
Formatted contents note INTRODUCTION: HOW YOU MAKE EXTRAORDINARY SALES HAPPEN 1<br/><br/>WHAT IF SELLERS BEHAVED AS LEADERS? 7<br/><br/>CHAPTER ONE: WHEN SELLERS ARE AT THEIR BEST 9<br/><br/>Redefining the B2B Buyer Experience 10<br/><br/>More of the Same Behaviors Results in More of the Same Reactions 10<br/><br/>Something Different, but What? 10<br/><br/>Lessons from the B2C Customer Experience 13<br/><br/>Meeting the Preferences of Today’s Buyers 14<br/><br/>Research Provides a Behavioral Blueprint 15<br/><br/>Findings and Implications 16<br/><br/>The Five Practices of Exemplary Leadership 17<br/><br/>Model the Way 18<br/><br/>Inspire a Shared Vision 19<br/><br/>Challenge the Process 20<br/><br/>Enable Others to Act 20<br/><br/>Encourage the Heart 21<br/><br/>It’s Time for Real Change 22<br/><br/>CHAPTER TWO: CREDIBILITY IS THE FOUNDATION OF BOTH LEADERSHIP AND MAKING THE SALE 23<br/><br/>Stereotypical Sales Behaviors Diminish Seller Credibility 24<br/><br/>Credibility Makes a Difference 25<br/><br/>The Prescription for Strengthening Your Personal Credibility 28<br/><br/>PRACTICE 1: MODEL THE WAY 31<br/><br/>CHAPTER THREE: CLARIFY VALUES 33<br/><br/>Find Your Voice 34<br/><br/>Affirm Shared Values 38<br/><br/>Take Action: Clarify Values 44<br/><br/>CHAPTER FOUR: SET THE EXAMPLE 45<br/><br/>Live the Shared Values 47<br/><br/>Teach Others to Model the Values 52<br/><br/>Take Action: Set the Example 57<br/><br/>PRACTICE 2: INSPIRE A SHARED VISION 59<br/><br/>CHAPTER FIVE: ENVISION THE FUTURE 61<br/><br/>Imagine the Possibilities 63<br/><br/>Find a Common Purpose 68<br/><br/>Take Action: Envision the Future 72<br/><br/>CHAPTER SIX: ENLIST OTHERS 73<br/><br/>Appeal to Common Ideals 75<br/><br/>Animate the Vision 79<br/><br/>Take Action: Enlist Others 84<br/><br/>PRACTICE 3: CHALLENGE THE PROCESS 85<br/><br/>CHAPTER SEVEN: SEARCH FOR OPPORTUNITIES 87<br/><br/>Seize the Initiative 90<br/><br/>Exercise Outsight 93<br/><br/>Take Action: Search for Opportunities 99<br/><br/>CHAPTER EIGHT: EXPERIMENT AND TAKE RISKS 101<br/><br/>Generate Small Wins 103<br/><br/>Learn from Experience 107<br/><br/>Take Action: Experiment and Take Risks 112<br/><br/>PRACTICE 4: ENABLE OTHERS TO ACT 113<br/><br/>CHAPTER NINE: FOSTER COLLABORATION 115<br/><br/>Create a Climate of Trust 118<br/><br/>Facilitate Relationships 124<br/><br/>Take Action: Foster Collaboration 128<br/><br/>CHAPTER TEN: STRENGTHEN OTHERS 129<br/><br/>Develop Competence and Confidence 133<br/><br/>Take Action: Strengthen Others 139<br/><br/>PRACTICE 5: ENCOURAGE THE HEART 141<br/><br/>CHAPTER ELEVEN: RECOGNIZE CONTRIBUTIONS 143<br/><br/>Expect the Best 145<br/><br/>Personalize Recognition 150<br/><br/>Take Action: Recognize Contributions 155<br/><br/>CHAPTER TWELVE: CELEBRATE THE VALUES AND VICTORIES 157<br/><br/>Create a Spirit of Community 160<br/><br/>Be Personally Involved 164<br/><br/>Take Action: Celebrate the Values and the Victories 169<br/><br/>CHAPTER THIRTEEN: LEADERSHIP IS EVERYONE’S BUSINESS 171<br/><br/>SOURCES AND NOTES 179<br/><br/>Introduction: How You Make Extraordinary Sales Happen 179<br/><br/>Chapter 1: When Sellers Are at Their Best 179<br/><br/>Chapter 2: Credibility Is the Foundation of Both Leadership and Making the Sale 180<br/><br/>Chapter 3: Clarify Values 181<br/><br/>Chapter 4: Set the Example 181<br/><br/>Chapter 5: Envision the Future 182<br/><br/>Chapter 6: Enlist Others 182<br/><br/>Chapter 7: Search for Opportunities 183<br/><br/>Chapter 8: Experiment and Take Risks 183<br/><br/>Chapter 9: Foster Collaboration 184<br/><br/>Chapter 10: Strengthen Others 185<br/><br/>Chapter 11: Recognize Contributions 186<br/><br/>Chapter 12: Celebrate the Values and Victories 186<br/><br/>Chapter 13: Leadership Is Everyone’s Business 188<br/><br/>Acknowledgments 189<br/><br/>About the Authors 191<br/><br/>Index 197
520 ## - SUMMARY, ETC.
Summary, etc Description<br/>Make extraordinary sales happen! <br/><br/>In the Age of the Customer, sales effectiveness depends mightily on the buyer experience. Despite nearly-universal agreement on the need for creating value in every step of the buyer’s journey, sellers continue to struggle with how to create that value and connect meaningfully with buyers. New research bridges the gap and reveals the behavioral blueprint for sellers that makes buyers more likely to meet with them — and more likely to buy from them.<br/><br/>In Stop Selling & Start Leading, you’ll discover that the very same behaviors that make leaders more effective also work to make sellers more effective, too. This critical shift in the selling mindset, and in the sales role itself, is the key to boosting your overall sales effectiveness.<br/><br/>• Inspire, challenge, and enable buyers<br/>• Change your behavior to build trust and increase sales<br/>• Step into your leadership potential <br/>• See yourself the way your buyers do<br/>• Feel good about selling again<br/><br/>When you’re aiming for quota attainment and real connections with buyers, this book gives you the confidence and skills you need.
650 ## - SUBJECT ADDED ENTRY--TOPICAL TERM
Topical term or geographic name as entry element Sales,
9 (RLIN) 32729
Topical term or geographic name as entry element Sales Management
9 (RLIN) 32730
942 ## - ADDED ENTRY ELEMENTS (KOHA)
Source of classification or shelving scheme Dewey Decimal Classification
Item type Book
Holdings
Withdrawn status Lost status Source of classification or shelving scheme Damaged status Not for loan Home library Current library Date acquired Source of acquisition Cost, normal purchase price Total Checkouts Full call number Barcode Date last seen Cost, replacement price Price effective from
    Dewey Decimal Classification     Main Library Main Library 27/11/2018 Granth - Bill No. 280/Dt. 06-11-2018 399.20   658.81/ Kou/Pos/36406 11136406 07/06/2022 499.00 27/11/2018

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