Sales Books

I am so glad I read your book. You explained things I needed to know and corrected things I thought I knew. Most important, your book helped me develop and refine the marketing plan that I am now implementing for my newest book.

I have been authoring materials and involved in media (producing and hosting radio & TV) for more than 20 years. After reading your outstanding resource for small publishers, I am changing the way I do things. Thank you for taking the time to compile your book and make these materials available to help others. My work will be more effective because of your work.

As a firm believer in truth in marketing, I had mixed feelings about this book. The information it contains is excellent and helpful for authors looking to promote a book, but at the bottom of the front cover it says: "A step-by-step guide to promoting anything from books to businesses." Sorry, that's not accurate. 75% of the book has to do with book promotion only. If you've got another kind of business, choose another book.

As an author, I recognize the importance of publicity and promotion; a high priority! Linda is the self-publisher's "Maze Maven." Have a book to promote? You must follow her lead!

The book stands out as a very good guide for the first time entrepreneur or the self-publisher. Linda Radke both as author and editor presents all the know-how you will need to properly advertise your book or business.

"Promote Like A Pro" consists of two parts. The first one shows how to prepare an excellent marketing plan for your book. And in the second part of the book, contributing experts share their knowledge on marketing and publicity. Publishing experts uncovers us their tips and secrets how to market books.

"Promote Like A Pro" is a must read for anyone wishing to begin a self-publishing promotion. It is very exciting and has many good pointers. Definitely recommended as a way to help successfully promote yourself, your business or your book.

The self-promotion ideas in the Linda Radke's book look quite new and fresh for reader in Russia. I think, nobody in Moscow knows the tips how to promote a book. And I'll try this secret weapon with my next book. Thanks for sharing, Linda!

If you've just published a book and want to know the ins and outs of promoting it, this 192 page brand new book (2000) can really give you the insight. Writing the work is most demanding, but promoting it properly will spell your success or failure. It's a very fast read with highlighted topics for ready reference. Topics range from: Nuts and Bolts of Publicity, Signings, Publicity and Marketing, Getting Free Publicity, Book Reviews, Television Promotion, Radio Talk Shows, Web Promotion, and much more. A wealth of information to help you get started. Its completely indexed. The emphasis of the work is successful promotion on a small budget. Provides you with the tips of the trade. Worth reading.

This book is beautifully photographed and well written. It is a perfect example of how new homes can be constructed to have the timeless appeal of historical properties by using old and new materials and thoughtful intrepetation of historical designs. Mr. Town's homes are the kind that can be handed down from generation to generation due to their quailty and beauty. Mr. Town's residential projects should be an inspiration to those considering building a new home in any price range. It is the design that counts.

Being born and raised in SE Louisiana just outside of New Orleans I really enjoyed the homes presented. I am currently planning to build our home here in the Houston suburbs and the ideas presented are awesome!!!

We are building a new home with the Hays Town Louisiana houses as inspiration. His style should translate well to rural Atlanta. But we have to pass on the German Shepherd.

My wife loves the A. Hays Town homes, and this book is a nice representation of his work. A good coffee table item for guests to view.

I found this book to be exactly the view of Hays Town's work that I wanted to see.

David Batstone presents a deep look at human trafficking and slavery. We seemed to think that the U.S. Civil War and the Civil Rights Movement actually fixed the problem. However, these ancient practices of our wonderful human nature have not gone away. They are even stronger than ever. There are more than 27 million people who are entrapped within this system. The Romans had nothing in comparison. As the book is read, it may be realized that many of the "Asian" porn-stars are in this industry as a result of what has occurred to them while growing. That is not an excuse for their continual involvement, but does give some insight as to why or how they got involved. Further, with all the people that we pass by each day, how many of them are truly free within the so-called land of the free? It is also striking that the majority of those bringing true freedom to all of the victims are Christian peoples and groups. Maybe, George W. Bush's plan for Faith based groups isn't too bad. Heck, Obama endorses it! Anyway, this book is a great read and gives deep insight into how we as humans really live.

This work leaves one feeling enraged at officials and corrupt governments no matter where they are located. To know that the United States is a prime market for human slaves is appalling. The author lays the facts out clearly, his examples are extraordinary and the reader is given as complete a picture of the horrors faced by women, girls, and boys.

"Not for Sale" is a book I plan to use in the classroom to emphasize the horrors that await children/people in all walks of life, but most especially the poor and vulnerable.

Interestingly written and bringing the problem of human trafficking and all its related issues to light. Educational reading for sure. I was shocked to read about restaurant labor in this country being trafficked, as one example. It just read too much like a fictional novel at some times. If you look to learn about this problem in an entertaining and easy way I can recommend this book. If you look for more indepth facts and figures leave it alone.

I work with refugees and orphans from around the globe and find this book to be the most realistic and informative of it's kind. Selling people, mostly women and children is a harsh reality around the world. This book is informative and a must read to help wake up our world and start taking action. Very informative, emotional and well written.

I've only read three books on the subject of modern day slavery and human trafficking, but this is by far the best. It covers varying types of bondage, with just enough detail to grasp the horror of it, but combined with hopeful stories of everyday men and women making a difference - small and large.

I highly recommend this as the right mix of statistics and stories. This is one I can suggest to those who are just learning about modern day slavery - it's not overwhelming or cynical.

The Spy Wore Red is one of three books written by Aline Griffith Romanos who worked as an undercover spy during WW II. I discovered this book in a used book store in 25 years ago, read it several times, bought her other two books, The Spy Wore Silk and The Spy Went Dancing, gave them to my family to read; then went out and purchased them in again! I have read them more times than I can count over the years, and they are definitely in my top ten list of favorite books. This is not a book that will take you days to read, and, one you will recommend to your friends!

I don't buy any of it, not for a minute. But, this is a much more enjoyable read than several of the so-called "thrillers" I've read recently. Just suspend your disbelief, dive right in, and be swept away!

Aline, Countess of Romanos has written a spectacular book. I had to keep reminding myself that I was reading an autobiography and not a work of fiction. Aline is an agent for the OSS during World War II. She blends into Spanish high society and manages to complete her mission and introduce the reader to the thrills and chills of being an undercover agent. She also gives us a glimpse of Spanish Aristocracy, bull fighting and the inner workings of a nineteen year olds dilemma of befriending people who may be targets of her investigation. I have read all of her books but like this one the best. It is full of action, drama, and even a touch of romance. I have recommended it to all of my friends.

I have purchased 4 books by Aline Romanos. I absolutely love them. The fact that there is truth behind the story and that she really was an upper-class lady as well as a spy excites me. I find myself wishing I lived an adventurous life. She has a talent when it comes to recreating her life and exploits. I could not put it down!

The most respected historian in the field of espionage, Nigel West, studied all of Aline's spy books marketed as nonfiction and concluded "...all four of Aline's books should be regarded as fiction, and nothing more..." Read "Counterfeit Spies, Chapter 3, by Nigel West, 1998.

The storyline is awesome although my 5 year more then likely doesn't understand the real meaning of the story yet! Great read - highly recommended.

My daughter (9) loves this book! She says that it is very creative!

What a find! This is a beautifully illustrated book. The story is so magical that the entire family was eager to hear every word.

There is not much not to like about this work. The author has given us a great folk tale, well written, wonderful illustrations, a work full of lessons and just a pure simple fun story to read. Like all good fables this one not only entertains, but teaches some very valuable lessons in life and living (something most of we adults could use a dose of now and again). This is a great book for a child to read on her or his own, a wonderful book to read with a child and a great book to read to an entire class. It is absolutely amazing the amount of discussion this book can create in a class room. I certainly am not going to go into the story line here, other reviewers here have done a grand job of that, but I do say the book is well worth owning and well worth using with children and/or young adults. I do wish more of our folk tales and lore could be so well presented. This particular edition is well constructed, sturdy and can last through many little hands. Highly recommend this one.

This is a charming little folktale about two sisters Ð one mean and greedy, the other generous and kind Ð and their encounter with a strange, magical old woman. In the end, the good sister is rewarded and the bad one punished. A nice story with a good message.

But this isnÕt just a nice book, it is an extraordinary one. One thing that makes it special is the way the author uses language. Robert San Souci draws on an African American storytelling tradition and a southern rural dialect that just makes the language sing! The book is full of wonderful, poetic lines and great rhythmic language. ItÕs a joy to read aloud. The words feel good in your mouth. And any parent or teacher who reads aloud a lot knows what a rare quality that is. Even when IÕm tired, I feel like I canÕt read this book badly. The words just flow.

And the illustrations are gorgeous. Jerry Pinkney is one of the best illustrators around and this is one of my favorites of all his work. The composition, the subtle colors, the intricate detail Ð you rarely come across art this fine in childrenÕs books.

I bought this book for my daughter a couple of years ago, and weÕre still reading it over and over again. ItÕs so good, I hope in a generation sheÕll still be reading it to my grandchildren.

Underdog Advertising is a unique book written with the small business in mind. It shows how the small business can take proven marketing principles and compete in the marketplace and win.
The author opens the book with the tale of David and Goliath. Just as in the old story, David represents the small business and Goliath is the giant advertising agencies.
The underdog principle consists of the Underdog Advantage Principles, the Big Dog Branding Process, and the Junkyard Dog Execution. The Underdog Advantage Principles goes into depth on the ten foundation priciples that guide the development of marketing strategies and tactics to help your business compete and win. It teaches you how to consistently deliver creative, nontraditional ways to win the high ground with limited responses. Big Dog Branding Process is essential so your business can carve out a niche in your chosen field and puts your company in the minds of your customers. The Junkyard Dog Execution shows you how to find unique ways to stand out from the crowd and how to impliment them.
David and Goliath are revisited as a review of how to use all three of the disciplines to help your business compete and win advertising spots against the Goliath's. To help you put the principles and disciplines into action, the author provides a workbook at the end that takes you through each ten principles. Also included are branding worksheets that allow you to find your target prospect, define it and validate it.
Every small business should have this book in their libraries so they can follow Mr. Flower's principles to help them define an advertising campaign that will reap benefits for their business.
This is a book that will be used over and over again. A must have, keeper for your business.

This book is a great tool for helping small businesses focus their marketing efforts. It is a great follow up to taking a marketing course. The former primarily provides the "what", this book provides the "how". The concepts and strategies are equally applicable to large busnesses.

First of all, let's have a look of the proven principles preached by the author:-

1. Think outside the box
2. Take risks
3. Strategy before execution
4. Be contrary
5. Select your battlefield
6. Focus! Focus! Focus!
7. Be consistent
8. Demonstrate value
9. Speed & surprise
10. Have patience

Cliche and common sense? Depends! Nevertheless, the beauty of it is not the provision of unique and extravagant concepts, but easily understandable and adoptable ideas furnished with plenty of real life practical examples. The two workbooks from page 175-206 of step to step guidance to apply the 10 principles well worths the price of the book (consider how much you have to pay for an external consulting agency). If you had not taken any marketing course before and you have to do marketing now, highly recommended! (though I think the much emphasized David vs Goliath metaphor is quite out of place)

Below please find some of the passages I like the most for your reference:-

You miss 100% of the shots you never take. - Wayne Gretsky pg 32
Tactics without strategy is the noise before defeat. - Sun Tzu pg 34
Strategy is the who, what, when, where, and why of advertising...Execution is the how...Because the key to creating effective advertising is to have the right strategy. pg 35
The superiority in numbers is the important factor in the result of combat...the greatest possible numbers of troops should be brought into action at the decisive point. - Karl von Clausewitz pg 78
Concentrate all your thoughts upon the work at hand. The sun's rays do not burn until they are brought into focus. - Alexander Graham Bell pg 90
It is better to overwhelm a few than to underwhelm many. pg 100
Any damn fool can put on a deal, but it takes genius, faith and perservance to create a brand. - David Ogilvy pg 134

p.s. In the very case you want to read something of the advanced level, "The 22 Immutable Laws of Branding" by Al Ries is a very good choice.

I've spent the last 15 years in marketing and always enjoy reading about principles and concepts to apply to my work. This book focuses on the "underdogs" - but not necessarily the small business owner. Some of the "underdogs" he profiles have large enough advertising budgets to allow them substantial print campaigns to compete with their bigger competitors. For this reason smaller business owners should read this book and take note of the bigger picture of what author Paul Flowers is saying. The concepts he mentions are solid and refreshingly free of the usual marketing jargon. I especially appreciated the attention Flowers paid toward attitude and mindset, as I feel this is something that can define success in an organization.

Paul Flower's UNDERDOG ADVERTISING is a gem for every small business owner. I especially appreciate Mr. Flower's honesty throughout this book, particular in the anecdote he shares in his introduction, where he reveals how he and his partners realized (to their horror, no doubt) that they themselves had "...fallen into the trap of copying what our bigger competitors ... did--the same trap we were warning our clients to avoid." It takes guts to be honest in marketing, and Mr. Flower's has guts ... in spades.

His recognition of David (of David/Goliath fame) as the archetypal underdog is brilliant, and Mr. Flowers uses the David/Goliath metaphor as a touch-stone throughout the book. BTW, much of the Underdog Advertising philosophy seems to be very much in keeping with the philosophy of the non-violent martial art of Aikido.

Mr. Flower's Ten Principles of Underdog Advertising are worth the cost of the book alone (for myself, I'm continually working on the last one - #10. Have Patience).

Kudos to Mr. Flowers for his discussion of psychographics for in the chapter on "Know Your Prospect". (I continue to be amazed at the marketing books that I read that stress demographics without ever mentioning psychographics).

Finally, when approached with an open mind, the appendix of the Underdog Advertising Workbook can provide you with a wealth of information for improving your brand.

My copy of Underdog Advertising is full of highlighted passages and notes in the margin. I'm planning on implementing these strategies over the next six month.

I can think of no higher praise to give a book.

This intelligent guide to doing business in emerging markets offers solid, practical tips on market characteristics, strategies, branding, packaging and other down-to-earth subjects. Vijay Mahajan and Kamini Banga opt for a long-range take on prospects in the developing world. The book's handy organization and encouraging words on harnessing emerging markets' potential make it a fine read. getAbstract finds that it presents a well thought-out approach to selling to the developing world, based on useful and rational advice.

In the last couple of years several books have been published focusing on the huge, largely untapped, and unfocused upon, regional/local markets of people in LDC nations. Focusing on the needs, preferences, and wants of the people in these markets pave the way for mutual benefits and stronger symbiotic relationships. Authors Vijay Mahajan and Kimini Banga continue this relevant discourse with "The 86 Percent Solution." Their focus on the 'local and regional' instead of a national market is important for knowledge and understanding. Instead of focusing on national borders, businesspeople are focusing on Shanghai, Mumbai, town X, or city Y, or region Z. Not the "Indian Market, Chinese Market," or "Russian market." The crux likes back to this fact: eighty-six percent of the people on planet Earth earn less than $10,000 USD per year.

Many points in this book are common sense. If you're doing business in an area, then of course you have to learn about local area, and a neighborhood's conditions, wants, and needs. There is focus on marketing here, which seems to mean: dump products down people's throats and profit from it at the same time. (I understand the necessity for mutual benefits.) But at times this book sounds like "How to do business in LDC regions for dummies." To be fair, the information in this book is needed by many that come to foreign countries with very little insight into "how things really work" at the local and cultural level. This includes not only market needs, but how to behave, be culturally sensitive, and understand local, cultural etiquette. I frequently witness first-hand MBA grads and experienced western business people come to a foreign country with immense business, product knowledge, and marketing expertise. And they fall flat on their faces because they didn't have the proper information, training, and exposure to culturally deal with the local people. Oft-times these people didn't consider this knowledge or awareness to be important.

With globalization and increasing WTO-country membership, this book and others will be increasingly important to those doing business overseas and having business relationships with customers, employees, fellow managers, and even strangers. Cultural awareness is often equally just as important as "business knowledge." Sometimes, it's more important.

A note by the authors on English as the International Language:
The authors claim that English may not be the International Business Language in the future. This assertion is completely false and without merit. The authors state that "If you want to work with 86 percent of the world, you need to speak the languages of the 86 percent."

Yes, business people need to learn foreign languages. True, it's important for foreigners to study and attempt to learn the local language of a region if they are going to do business and/or live somewhere for a period of time. It leads to more cultural understanding and less instances of mis-communication. But the demand for English is skyrocketing in China and many other countries of the world. The demand for learning other non-English languages will increase - but the demand to learn and use English will not decrease. It will continue to grow, and much faster than other languages.

The contention that students and future business people from all over the world will learn Mandarin, Arabic, and Hindi because the *number* of people who speak these languages is greater, is oversimplified and unrealistic.

Just ask the Chinese: "Do you want foreigners to learn Mandarin?" Or, is it better for Chinese people to learn English?
The Chinese want to learn English. They also benefit tremendously from foreigners *not* learning Chinese. Ask a Vietnamese, Russian, Korean, Japanese, American, or German if they want to spend over 7+ years studying intensive Mandarin?

Chinese and Arabic speakers who learn English can communicate and do business all over the world in all continents. Mandarin speakers can do business only in certain parts of China. Big difference.
Non-native English speakers currently outnumber native English speaker by 4 to 1, and this gap is increasing.

Kudos to Mahajan and Banga for this book and their work in this field, which is finally getting more attention. Attention that is just, and far over due.

A related point:
The recent Nobel Prize awarded to Mohammed Yunus and his Grameen Bank for his micro-loans provided directly to poor people living in rural areas who are otherwise considered "not bankable." Most banks focus on large public projects and require collateral and credit. These large projects often involve corruption and embezzlement. The percentage of borrowers who repay their loans under Yunus's micro-lending program is very high. It works.

This is an informative and helpful book.

With regard to the meaning and significance of the title, Mahajan and Banga explain that 86% of the world has a per capita gross national product (GNP) of less than $10,000 per year. So what? Not only do those markets represent the future of global commerce; "they also present rich opportunities for companies that have the imagination and creativity to envision [consumers within those markets]. But you won't recognize these opportunities through the lens of the developed world. You won't reach these consumers through the market strategies that work in the 14 percent markets. Developing markets have no smooth superhighways, no established consumer markets, no distribution networks, and, in many cases, no electricity. Developing markets are younger, behind in technology (but rapidly catching up), and inexperienced as consumers. These markets are very different. Yet with creative solutions tailored to their distinctive characteristics, ...you can realize the rich opportunities of these 86 percent markets."

Mahajan and Banga have carefully organized their material within eleven chapters which range from a rigorous analysis of "the lands of opportunity" to a "Conclusion" in which they explain why the markets in underdeveloping countries "not to be missed." More specifically, they discuss what they describe as a "complex tapestry" of convergent civilizations in which there really do seem to be almost unlimited opportunities to increase both the standard of living and quality of life for hundreds of millions of consumers. The challenge for those companies which attempt to market various goods and services in those markets is to understand their unique characteristics. To me, it seems at east as important to understand what they are not as it is to understand what they are...or can (and will) become.

Here are two brief excerpts and then a checklist which, I hope, indicate the scope and depth of Mahajan and Banga's analysis.

"There is no Chinese market. There is a market in Shanghai, or in a neighborhood in Shanghai. There is no Indian market. There is a market in Mumbai or Chennai, or in their local neighborhoods. Developing countries are a collection of fragmented local markets in a country that is gathered loosely under a single flag." (Page 77)

"Think English is the language to know for business? Maybe not for long. Consider that Mandarin Chinese has the largest number of speakers in the world -- a billion, including second-language speakers. This is followed by English, with about half as many speakers, and then Spanish, Hindi, Arabic, Bengali, and Russian. If you want to work with 86 percent of the world, you need to speak the languages of the 86 percent." (page 83)

Which strategies will be most effective when "taking the market to the people"? Mahajan and Banga suggest seven:

1. Position for the paanwalla (i.e. small shop)

2. Create multiple levels of distribution (e.g. Hindustan Lever's "Project Shakti" based a direct-to-home model involving self-help groups, each comprised of 10-15 underprivileged women)

3. Use distribution bubbles (i.e. carnivals, market days, and vans which come and go) to find customers where they are

4. Take the bank out of the branch (e.g. Citibank's use of vans and a network of 9,000 direct-selling agents, called "Citi Friends," who visit homes)

5. Develop on-the-ground insights (i.e. understand and adapt to local aND even neighborhood regulations and conditions)

6. Create distribution systems from scratch (e.g. a new distribution system, based on grassroots networks, which built a supply chain for a camel's milk dairy in Mauritania)

7. Use existing networks creatively (e.g. the "dabbawala system" in Mumbai, India, probably the world's most efficient lunch delivery system which collects 175,000 home-cooked meals from workers' homes and delivers them to their offices)

Thoughtfully, Mahajan and Banga provide a section at the end of each of the first ten chapters, "The 86 Percent Solution," which summarizes key points and facilitates subsequent review of them. Before concluding their brilliant book, Mahajan and Banga share these thoughts when explaining why numbers are on the side of the developing world: Population Equals Profits. "The transformation is just beginning. There will be hiccups along the way and further surprises over the next two decades as the next `Chinas' and `Indias' emerge. The only certainty is the the 86 percent markets are here to stay. These markets are young and growing. Even though they won't become developed tomorrow,,, they are the future. And the companies that can develop the right solutions to meet their needs will find a rich source of growth."

Who will derive the greatest benefit from Mahajan and Banga's book? In my opinion, they are decision makers in two different categories of companies: Those which now market or are about to market in underdeveloping countries, and, other companies which now do business with -- or plan to do business with -- those in the first category. I also think this book will be of substantial interest and value to public officials who are now actively involved with helping to support global commerce.

Congratulations to Mahajan and Banga on a brilliant achievement!

The 86 Percent Solution : How to Succeed in the Biggest Market Opportunity of the Next 50 Years (Hardcover)
by Vijay Mahajan, Kamini Banga
ISBN: 0131489070
The authors provide a very unique look into the biggest market for years to come.
The book The 86 Percent Solution provides rich insights into the emerging markets where per capita incomes of individuals is as low as $300 but still provide tremendous scope for growth.
Developing markets offer the greatest potential for gains unheard of in the developed markets. To venture into these markets companies will have to (un)learn all that worked elsewhere. The things that worked in developed economies and the basic presumptions made will not work in most developing nations of today. The concept of consumer is king is a myth in these places, where in fact a consumer is a person with limited purchasing power, bargaining power and storage capacity.
What works for marketing Fast Moving Consumer Goods won't work for Consumer Durables or for Services. Even though developing markets seem risky as there is little or no credit risk monitoring at the dealer level besides the usual problems of lack of infrastructure there will always be a first mover advantage for companies willing to invest in infrastructure.
Products like water filtration systems for individual homes will find a ready market where potable drinking water is unheard of. In the rural markets even with the sweltering heat it is difficult to sell an air conditioner where uninterrupted power supply is neither available nor expected.
To sell in these markets region specific plans rather then country specific ones will need to be formulated and implemented, due to the fragmented nature of the markets having their own special needs.
Through various example the authors explain all that works and doesn't work and why.
This book is a must read for all those who wish to tap this market and also all those who always wondered why all their wining strategies which worked so well for them for so many years everywhere else, just don't work in these markets.
The coauthor Vijay Mahajan is a former dean of the Indian School of Business and holds the John P. Harbin Centennial Chair in Business at McCombs School of Business, University of Texas at Austin.
The coauthor Kamini Banga is an independent marketing consultant and managing director of Dimensions Consultancy Pvt. Ltd.

This book is best appreciated if you have first read C.K. Prahalad's "The Fortune at the Bottom of the Pyramid," William Grieder's "The Soul of Capitalism," and Stuart Hart's "Capitalism at the Crossroads." It is a tactical or foreign neighborhood (both in the Third World and in the immigrant sections of the First World) implementation manual for profiting from sales to the poor.

It makes many obvious points as well as many not so obvious points, and I will not list them here. This is a book that requires patience and careful reading. The author has brought forward a great deal of detail in a very easy to read way.

I will end with thought that the Wharton School's publishing arm has really catalyzed for me with these varied book. The five billion at the bottom of the pyramid are the last remaining super-power on this planet. The good news is that we can profit from enriching them. The bad news is that we still have morons in power that think we can keep them down by using guns. Newsflash: there are not enough guns on the planet to keep the five billion and their off-spring from over-running us. Capitalism, and the rapid nurturing of indigenous self-sustaining wealth that includes the rapid education of women (which leads to saner men, less disease, limited growth) is our only salvation.

This book is one of a handful that could be said to be truly revolutionary in terms of transforming the planet from one beset by poverty, to one inspired by entrepreneurship at the neighborhood level.

A valuable resource for selling. I'm in Marketing and I've learned quite a few things that help in my job.

Just because your company says "We provide value," that doesn't mean that you deliver it! You have to define it and prove it in the Customer's terms.

I read this book in a weekend and took copious notes. On Tuesday, I was flying to meet with a new client. I used the book to prepare for my call.

The customer was blown away.

He actually laughed and said "I have never met a sales guy like you." When I asked what he meant, he said that he expected a salesman to show up with a handful of brochures and push the latest and greatest products.

I spent the entire time understanding the challenges facing him, his management, and the company. I walked away establishing my credibility, developing a solid relationship, and I had a very clear understanding of their needs and what they VALUE.

I keep the Beyond Selling Value notes in my Daytimer and refer to them for almost every sales call.

This essential for anyone who sells value (or thinks that they do!).

This book is a terrific read. It is both educational and entertaining. It really is a must read for those of you who want to sell consultatively.

I would give Beyond Selling Value five stars if there were not a *tiny* problem:

In an e-mail to author Mark Shonka I wondered what can one say if the client tells in the research meeting to one of the questions "That's none of your business!"

The research questions are more those a hired management consultant is allowed to ask and not somebody who is just needed to sell some products. How is one supposed to deal with this kind of objection/resistance? What should one say in response?

The response by Shonka was -- silence. Otherwise, of course, it's a great book.

Having worked for IMPAX for over six years, I've had a chance to learn and work around numerous sales training methodologies before and since.

Mark Shonka and Dan Kosch present a detailed step-by-step how to approach for understanding the customer's point of view, getting credit for what you know about them, and leveraging that knowledge to communicate your value in the customer's terms. Many other so-called "sales processes" from sales training companies fall short for several reasons, and this book fills many of those gaps:

1) Many so-called "sales processes" simply present ways of analyzing customer situations (such as Miller Heiman's 'Blue Sheet'). They do not show HOW to accomplish your objectives in an account situation as Kosch and Shonka do.

2) Other "sales processes" (such as Solution Selling or SPIN Selling) get tangled up in complex questioning processes that can be difficult to master in the field. I'm not saying there is no value in them (some of these offer techniques for prospecting or demonstrating that IMPAX does not address). What I'm saying is their complexity makes them somewhat unwieldy to implement by many salespeople so they can be less than totally effective.

3) Finally, many other sales processes from training companies make a dubious assumption: that everything the salesperson does should be calculated to close the deal. I hate it when salespeople do that to me, and you probably do too.

Some environments are more opportunity focused than relationship focused, but certainly building relationships is a critical component of any selling environment. IMPAX provides step-by-step approaches for doing that, so that when qualified opportunities arise you can leverage the relationships you have built. It provides the context in which you can be recognized for the value you truly offer, and close deals based on a wider context and on future value potential, rather than (inadvertently) forcing salespeople into "peddler mode," constantly conniving to close (perhaps when prospects are not yet ready).

4) One of the most valuable things about the IMPAX Process is that while speaking the language of practical tactics salespeople love, Shonka and Kosch are really teaching salespeople a powerful strategy that can be scaled from telesales to Global Account Management to talking to your five year old.

IMPAX may not be the only thing you'll need to make your sales organization more successful, because selling skills are just one of many factors at play. However, as far as selling skills go, especially for complex B2B environments, IMPAX has a lot to offer.

Michael Webb

This is perhaps the most gripping World War II era thriller I have ever read (and fantasy is my more usual genre).

It pits the wits between a hyper-intelligent 11 year old, against the equally brilliant mind of a professor, who for the most part uses his rank in the Nazi military machine to further his own ends (which isn't money - he is somewhat depraved, and a borderline sociopath). In a nutshell, the boy has a wealth of information stored in his head concerning bank account information, which is worth a fortune, and the Nazis want the information so that they can access those funds. The daddy to which the title refers is the boy's biological father, who makes a late entrance in the book, yet does a lot to bring the boy out of his shell, not to mention doing some truly heroic things to protect the boy.

My only fault with the novel are the two main characters (Thomas, the boy, and Gregor, the professor). The mind of the boy is brilliant, yet robotic, often referring to the thought processes of his brain as "the machine", which made me often wonder if the author was going to reveal that the child was really some bizarrely futuristic android. The professor, on the other hand is openly contemptuous of the third Reich and it's officers, something I highly doubt would be tolerated considering the fanatical zeal of the Nazi supporters during that era.

However, if you can get past those two points, you will discover a taut, well crafted thriller, which is very difficult to put down, outlining the battle between these two brilliant minds who see everything as a game of chess, willing to sacrifice everything to put the other in checkmate.

While the ending is somewhat abrupt, I would nonetheless highly recommend this book.

This is one of the most "sitting on the edge of my chair" books I ever read. The publisher should definitely reprint the English edition. It is within my all-time top 5 favorite stories of the past 40 years.

This is one of my favorite books of all time. I won't even lend my copy out unless I buy another one as back up. Daddy by Loup Durand is so far and above any other Thriller. The characters are so vivid and the plot is so intricate it grabs you by the throat on the first few pages and pulls you threw the entire book before you look up and realize you've read till four in the morning again. This book inspired me to start writing thrillers; I hope I'll be worthy of it.

This is the story of a young genius, his unknown father, their evil enemy (a Nazi officer yet) and their travails as they run across Europe. It is both poignant and dramatic as they both dance the familiar patterns of a father and son discovering as much about themselves as each other. The character of the boy is especially well-told - from his terror to his confusion.

I have read this book several times and have never failed to enjoy the read. It may be hard to find but the search is certainly worth the effort.

This story would count as a very long THRILLER, if done by Graham Greene. It tells of an endless chase on behalf of wartime Nazis of a prepubescent multi-lingual boy who carries in his head data on hundreds of accounts whose contents have the smell of wealth to the masters of the Third Reich. It is about human intelligence and its foibles: in the boy, his German tormentors and his Daddy--a title which his playboy turned hero biological father earns in spades as he seeks to save his reluctant son not just from Nazis but also from his inner demons.+++

It is hard to believe that this is a translation from another language (French) into English. I would go so far as to say that this is the first translated novel I have ever read that does not read like a translation.

So kudos all around. This is sheer diversion. Made for a movie serial.The game's afoot!
-OOO-

This is one of my favorite dessert cookbooks. The recipes are easy to follow, have detailed and helpful pictures, and most importantly, are quite delicious. I use this book for any party and it hasn't let me down yet. As the other reviews have said, every recipe has a picture, and oftentimes, certain difficult steps have their own picture as well. While some cookbooks leave you guessing as to little details, this one explains them clearly. This truly is the best dessert cookbook I've found (and I think I've read through almost everyone Borders and Barnes & Noble have sold in the past 6 years).

I've tried several recipes and they are delicious. There are good tips in here to help you and the pictures are wonderful. This book is a great addition to your kitchen.

The Good Housekeeping Illustrated Book of Desserts

The book not only has great recipes for very goods desserts. As with all food in a cookbook, these of course look like they have been made by a professional. But by following the excellent explanations and pictures descibing how to make the decoration yourself, they may actually come from your own kitchen. My daughter followed the how-to-do-it when making two of the most wonderful looking cakes from the book for an auction to benefit a family who lost everything in a fire. They were auctioned and raised 500 dollars!

I was searching for a cookbook mostly focused on desserts for a family friend. She is recently learning how to cook so I wanted to get her something with lots of picture to make everything clear for her. I've found this book, I own a good housekeeping step by step cookbook. Initially I thought this book probably doesn't have enough pictures per recipes (because step by step didn't have it) but I was wrong. I saw almost all recipes came with at least one picture and often multiple pictures to show you step by step process (like a true step-by-step book). In addition, the desserts were very sophisticated and the book covered wide range of topics. Now I'm thinking about buying myself one copy.

If you are still skeptical you can take a peek on google books, it'll sure change your mind (too bad Amazon doesn't have an inside look for this book).

I bought this book for the extremely helpful pictures! Not only do they show the final product, but they also show many of the individual steps.

It's a great book for beginning chefs, and I think that on the whole, the recipes are OK and the presentation could use a little work, but I'm overall very pleased. The pages are thick and the paper is of high quality.