Sales Books

OUTSTANDING!!!!!! Poisant's strong belief in and commitment to superior customer service is evident in every page....... BRILLIANT!!!!!! His personal insights, attitudes, and behaviors exude true and honest caring for all human beings......
TRULY UNIQUE!!!!!! Fresh, practical methods for fostering a caring work environment. Incorporating his overall philosophy into my personal management style has made me a better, more effective manager.

Finally, clear, direct words on positively transforming people and environments. Poisant's style is warm and simple; the power of his words, however, cut to the chase--either you're doing it or your not. It's that simple. This is a book that can be easily read in one sitting--and change your way of behaving forever!

A book that inspires to do things the right way from the beginning in this new world of ours. Personally I consider it a guidance to my new emerging company. Thank you for reminding us all what a business is there for, to serve our clients the best way possible.

Today's world has changed. If you want something that can help set your business apart in today's environment, this is THE Book for you. It has radically altered the way I view my employees and my customers. This guy is good.

Drawing on his real world experience, Poisant explains to managers in clear and simple language a way to gain a competitive advantage in any industry where company employees interact with the customer. His book taught me that, by management treating the people that serve as the interface to their service organization as their top priority; performance, productivity, and customer satisfaction goals will fall right into line. This serious, yet heart warming read, could serve as a quick reminder to all levels of management about the value and treatment of the front line. I place this book in arms reach beside Blanchard and Bowles' "Gung Ho".

I have taken a masters course in sales, and this was our text book. It is a very easy read, and, overall, makes the most sense. I have done sales in life insurance and would have loved to have this as our training model. I strongly recommend this book.

I've rarely seen a more logical approach to selling. It leaves nothing to imagination, making every step in the process clear and explicit. It even expands on Rackham's SPIN sequence. If you're tired of guessing, this book's for you.

TThis book is terrific...It answered many questions I had about sales approach to b2b selling. If you are selling b2b or your product/service has a high value, you will love the tools this book will give you to succeed! It has great examples, and useful exercises to make the material 'stick'. Rob breaks everything down to minute detail, so everything is duplicatable and understandable. I hope to see an audio version sometime in the future. I love the questioning sequences detailed by Rob and his honest and ethical approach to every step in the sales cycle.

This book also teaches you how to use the selling principles in everything else in life from managing employees to bringing up children. I am already beginning to be more pursuasive with my fiance and my boss. I am loving it!!!

Robert Jolles teaches you very SOUND techniques and not hype like Tom Hopkins, Zig Ziglar or Joe Girard. I love the fact that he was a senior sales training consultant at Xerox, which is world-known for its investment in sales research and its training methodologies.

Clearly defines the steps to making a sale along with the understanding of how and when a customer makes a buying decision. People don't make a large purchase decision until they have a "problem". So if you are selling large ticket items and or programs, then you better understand how to move the decision maker into the "problem" stage. I thought that the author's examples and situations outlined in the book were excellent and really drove home the points he was making. It is an easy read and thoroughly enjoyable!

I am pretty new to the world of sales - a reluctant salesman who has realised that selling is central to success in any relationship based endeavour. What I have been searching for is a sales 'system' - a repeatable process that allows you to 'advise' the client for mutual benefit, rather than simply sell him. And Robert Jolles almost hits the mark. He gives you a sales strategy - a strategy with 8 steps in the selling process, that with a bit of practice will make the sales call more of a consultation.

But, for me, the book contradicted its title somewhat. This is particularly evident where Jolles uses the boxing metaphor for selling (he compares selling to you and your client stepping into the ring for a few rounds) and 'bleeding' your client. Now maybe I'm naive, but I think this is what is totally wrong with the sales profession - I don't think you're ever fighting your client, or should be trying to 'bleed' him or her, or make him hurt.

Now perhaps Jolles was simply trying to make the point that the client needs to be fully aware of the implications of his/her problem etc, but it was the way he says it that shows he doesn't have the customers true interests at heart. And to me,its the philosophy of the sales professional combined with sales effectiveness that is critical to building long-term, mutually benefical client relationships.

I would recommend this book to you - it teaches a sound sales process that is repeatable. But for me it missed that extra something.

Customers prefer to deal with companies whose employees demonstrate empathy, tact, humor, and eager helpfulness. To offer that kind of superior service, your employees need to willingly work with their emotions. Scripted politeness is not enough; your customers crave your employees' genuine emotional involvement, tempered by a sense of professional etiquette. This requires that your employees must perform emotional work. But how can you ensure that your employees put their hearts into this effort?

The authors suggest that you should not only ensure that your employees have the requisite people skills through careful hiring and training, but you should also foster a working environment that is conducive to performing the necessary emotional work. And they explain how.

Notable among the authors' advice is that while complaints may seem annoying, they should in many cases be considered attempts by your customers to continue doing business with your firm. Customers who do not care enough to complain will simply leave and may spread bad word-of-mouth instead. So rather than setting complaint reduction targets or brushing aside complaints, you should encourage customers to voice their concerns, and train your employees to handle complaints effectively. For example, since your customers are likely to feel emotional to some degree when making complaints, your employees should be trained to respond first with emotional words that express empathy, before handling the practical details of the complaint. Moreover, your employees should be taught to assume responsibility for educating your customers sufficiently to ensure that they are able to derive full satisfaction from the products and services you offer.

Personal interactions are what put a human face on your business. They are crucial in building the emotional bonds you want to cultivate among your customers, in order to retain their long-term loyalty. This is undeniable. Yet so many firms still squander their opportunities to build loyalty through superior customer service. One can only assume that their managers have not yet read this book.

Paul Francis Musgrave, author of Indispensable Marketing Strategies - How to Outwit Your Competition, Attract and Retain Customers, and Multiply Your Profits - Marketing Strategy Secrets for Profitable Small Business Management

Perfect, this book is a perfect tool for all the managers in a mid positions, it helps to understand emotion and their value in a business. Should be read not only by the customer service people, but also by the all rests

Janelle Barlow and Dianna Maul go a step beyond most consultants (those who write business books to drum up customers). Instead, they offer a wealth of scholarly research and sources in their in-depth, colorfully written book, which successfully tackles the enormous role that emotions play in business and customer behavior. They explain and document it, and provide practical applications. We at getAbstract recommend this important book to all business people, whether they offer a product or a service, from CEOs through every level of staff.

Reading "Emotional value" has been an excellent experience and an eye opener in many ways. The book pinpoints and explores one of the key criteria of working competitively in the "experience economy" - having a workforce that is skilled in emotional competencies.

I particularly enjoyed the debate "emotional labour" vs. "emotional competence". It is a real live debate in many service organizations with management trying to control the customer experience by stipulating that service-providers should be able to smile pleasantly (i.e. grin and bear) through all customer encounters. And yet grin & bear by the rulebook is often not what the customer wants, but rather genuine empathy and emotional competence on behalf of the service provider. It takes much more than "grin and bear" and "the customer is always right" rhetoric to satisfy today's eclectic customer.

"Emotional Value" has reminded me of personal examples where service providers have competently turned my dissatisfaction, anger or frustration into a positive feeling of gratitude. And in doing so they have won me over as a loyal customer. However creating loyal customers by adding emotional value cannot be left to chance. Here the book proves to be a gold mine of practical applications and exercises that can be used to develop emotional awareness and competencies throughout the organization.

Thus the book is a valuable blend of inspiring concepts and very practical techniques. I have recommended the book to several friends and colleagues.

Since Howard Gardner first popularized the idea of multiple intelligences, thinkers and authors have been noticing that there is a vast difference in the "emotional intelligence" that people have for noticing others and responding appropriately to them. Daniel Goleman wrote a wonderful book developing that theme. He argues that emotional intelligence can be learned. In Emotional Value, Janelle Barlow and Dianna Maul take that one step further and identify what needs to be learned and how it should be learned.

Their point is simple and profound. "Both staff and customers tend to stay with organizations that enable them to experience positive, meaningful, and personally important feelings, even if the organizations cannot always provide everything they want or solve all their problems." Few will disagree. The conclusion builds on the work of Jeffrey Pfeffer in The Human Equation.

There are many important consequences to that observation. First, it costs a lot of money to get customers. It's much more profitable to keep the ones you have than to get new ones (see The Loyalty Effect). Second, if you can deal with the same customers and employees, the results usually are better. Third, with lower staff turnover, costs of hiring and training are lower . . . and operating costs are lower, too. Fourth, bonding can be created among customers and employees that will allow them to derive more value from being involved with the company. Fifth, these improvements are critical in many industries. Most people shift from one supplier to another because dissatisfaction with service, not price or produce offerings. (See The Customer-Driven Company). Sixth, in this stock-market-driven economy, the economic advantages will translate into a higher stock price which can be used to add more and lower-cost resources for the company.

Basically, improving emotional value can be the start of creating a virtuous cycle of self-reinforcing improvement for an enterprise.

I would be remiss if I did not point out that those who emphasize the importance of values and corporate culture are dealing with some facets of emotional value. What is brilliant about this work is that it transcends this earlier excellent work to take it to a higher plane. You can have great values and a wonderful corporate culture, and still have an emotionally damaging work environment for many of your people and customers.

The authors identify five key elements for making this virtuous cycle a reality:

(1) Build an Emotion-Friendly Service Culture

(2) Choose to Develop Emotional Competence

(3) Maximize Customer Experience (see The Experience Economy -- "positive, emotional, and memorable impact") and Empathy

(4) View Complaints as Emotional Opportunities

(5) Use Emotional Communications to Increase Customer Loyalty

As you can tell from my references to many other works, this book builds on excellent studies done by others. Yet, the synthesis here is new and improved. Essentially the book is "a call for civility, empathy, and authenticity in dealing with customers." That goes well beyond the familiar concept of "The customer is always right." That concept usually is applied to mean that the employee who works with the customer must be downtrodden and suffer. Burnout is a major problem among frontline service employees, as a result.

Ms. Barlow and Ms. Maul see beyond that current stalemate. They realize that the interaction between company and customer can be uplifting for both. Mother Teresa drew great pleasure from helping poor people die with dignity. Doing our work with civility, empathy, and authenticity can add a similar sense of worth to our labors, as well as providing a wonderful, emotionally-rewarding experience for customers.

I especially liked the call to action: "It is the service providers' responsibility to manage the emotions in service exhanges." How many CEOs, executives, and managers are thinking about that? Wow! Before you leave that point, consider that 80 percent of all U.S. jobs are expected to soon be service jobs.

The appendices and notes are unusually good in this book. Be sure to take time to review them.

The primary weakness of the book is that the sections that allow you to assess where your company or organization is today could be more detailed and specific.

When you have finished the book, take some time to imagine the ideal emotional exchanges that could be occurring in your business and organization every day. Then start to design them and teach others how to make them easy, authentic, memorable, and enjoyable to provide. Have a ball!

Having met the esteemed Sharanksy and heard him speak many times, this book, which he autographed for me before a speech last year, is priceless. The tales inside, as well as the lessons, are incredibly moving, angering and inspiring.

I recommend this book to all, especially American Jews who should read this man's story to understand what people of our religion have gone through, especially in Europe -- and how lucky we are to live in a peaceful, tolerant and fair place like these United States...where, like ALL minorities, we are treated better than anywhere else we've dispersed during our near 5800 year religious history.

Ignoring this book is why people don't understand history and evil: be that Nazism, Communism, Islamo-fascism or the dangerous left wing media who appeases these animals here and abroad.

In this classic, in the tradition of The Gulag Archipelago: 1918-1956, Prisoner of Zion, Natan Sharansky, one of the greatest Jewish heroes of our time, tells of his nine years in Soviet prisons and gulags, because of his desire to live in the ancient homeland of the Jewish people.
Sharansky was first denied an exit visa to Israel in 1973. Seperated from his wife, Avital, a day after thewir marriage, in 1974, Sharansky fought for the rights of Jews in the Soviet Union as well as the rights of other persecuted minorities such as Pentecostals, Catholics, Ukrainians, Crimean Tatars and ethnic Germans, which disproves the repulsive charge by anti-Semites that Zionists only care about their own people.
He worked as a translator for Soviet dissident and human rights champion Andrei Sakharov, and his spokesman.
Sakharov never stopped fighting for Sharanky's freedom, for human rights and for the Jews of the Soviet Empire.
Sharanky describes his life in the preface as a Jews growing up in Russia, and his mental liberation from Soviet thought slavery, by his discovery of his Judaism and Zionism. He then details his 1977 arrest, and his nine years of brutal incarceration.
He never bowed to his captors and refused to have anything to do with the perfidious KGB.
A variety of mental and physical tortures were used to try to break Sharansky, but he never flinched.
Always given courage by the word of the G-D of Israel, and particularly guided by Psalm 23:
"Though I walk through the valley of the shadow of death
I will fear no evil
For though art with me..."
Indeed he did not fear the evil of the Soviet tyranny.
His wife Avital tirelessly fought for his release as his cause became known in the free world, and fought for by all freedom-loving people.
The book ends with Sharansky's release in 1986 and his aliyah to Israel, where he was reunited with his wife.
The book is a testament to the evils of a one party tyranny.
It is a testament to the eternal endurability of the Jewish people, and their unbreakable bond wit the Land of Israel.
Unltimately it is a testament of hope and of freedom of the human spirit.
Today the same Communist ideology that persecuted Sharansky is waging a jihad of intellectual terrorism against Israel and her people.
But the courage of people like Sharansky and the people of Israel has shown that Israel can and will prevail.

Natan is a hero to the human race. He is wise beyond his years and his wife really proved what true love is. No wonder our Oresident sticks to his convictions. We should all be like Natan

Having met Sharansky in Israel (Birthright alumni!), and having had a long time interest in the Soviet Jewry dissident movement - which allowed my own (Jewish) family to emigrate from the Soviet Union in '91 - I had little doubt as to the outcome of Sharansky's imprisonment. As someone who has read a number of books on similar subjects - in particular the Alexander Solzenytsin "Archipelag Gulag" series - I was a bit dissapointed with "Fear no Evil". (Nevermind that Solzenytsin is widely believed to be an anti-semite; I'm speaking of the literary aspect only.)

In contrast to Solzenytsin's breathtakingly vivid literary style and powerful analysis of the core of the Soviet regime and it's criminal code, Sharansky's book read rather like an eagle's eye view of a convoluted social and political order. "Fear no Evil" reads instead like a game of mental swordsmanship, with a self-inflicted narrow focus quite removed from breadth and depth of a much needed analysis on the Soviet system as a whole.

However, Sharansky does not proclaim himself to be a literary guru. This book is a poignant (if dry) portrayal of one man's fight for freedom - both for himself and 2 million of his people. The uncompromising stance taken by the author with the Soviet regime throughout his imprisonment - his life, family and future hanging in the balance - is awe-inspiring in its simplicity and effectiveness.

It has become a cliche in our time that "one man's terrorist is another man's freedom fighter". Yet the Sharanskys of the world have proven that one need not be a terrorist to be a freedom fighter. Where are such men today?

"[Saul] put a coat of armor on him and a bronze helmet on [David's]head. David fastened on his sword over the tunic and tried walking around... "I cannot go in these," he said to Saul, "because I am not used to them." Then he took his staff in his hand, chose five smooth stones from the stream, put them in the pouch of his shepherd's bag and, with his sling in his hand, approached [Goliath]".

So begins the story of the famous battle between the future King David of Israel and the giant Phillistine during Biblical times. In Natan Shcharansky's "Fear No Evil" (the title taken from one of David's own psalms), the author is less equipped even than young David in battling the ubiquitous and evil KGB, which maintains an illegal presence in the prisons he's held in (again, illegally), accused of spying for western countries. But because of decisions he makes early in his arrest, he is the victor in the struggle waged over his soul by men who would like him to acknowledge he is wrong, who would like him to implicate others in his "crimes" in order for favors from them, or who would simply like him to stop being the delightful fly in the prison ointment he is.

Shcharansky's only weapons during his trial and during his following prison term, consist of his personal integrity, which remains unsullied; his faith and trust in his family and friends; and a tiny book of psalms that he will spare nothing in reminding prison officials he is entitled to. He sometimes has to wage a hunger strike for these things, but always wins. It is true that his wife, who managed to reach Jerusalem before Shcharansky's arrest, is on a worldwide campaign for his release, resulting in no less than two sitting US presidents mentioning him by name in speeches heard by Soviet officials as a political prisoner, as well as global support, but Shcharansky does not learn this until later, and so believes he is virtually alone in the fight.

This gritty autobiography is a lovely example of human survival, and how one can keep his humanity in a horrific place. Shcharansky's relationships with his fellow "zeks" (prisoners) is especially touching, and we're able to get a glimpse of how even the guards in the system have surrendered their souls in this "police state".

A great read for anyone questioning how to survive while it seems suffering and injustice are towering overhead. Very inspiring.

I've read and re-read this fabulous work by Chuck Mache. I'm a real estate professional with a lot of experience in sales and the "why we do the things we do" part of life and let me tell you...he has "nailed" this one. This well written story not only cleary identifies the four kinds of sales people but offers some brilliant advice on what to do once you know where you are. I've always believed...in order to get anywhere you need to know where you are and where you want to go! This book will show you the "where you are" and offer suggestions on the where you may want to go. A great read and a "must add" to any salesperson's library!

Chuck Mache simplifies the complexities of salesperson personality and behavior. This direct approach provides tremendous insight for any salesperson looking to maximize their potential. Any sales manager working to get the most from a team will also gain valuable knowledge.

Mache's entertaining and engaging style makes his book easy to read and imparts new and interesting insight to help anyone achieve personal and professional goals.

I have been in sales, sales management and customer service for 20 years. This book says it all...but in a very different and unique way. It's something you can't describe, you have to experience it. Anyone who has been in the sales profession will find themselves in this book. They will have an undeniable, physical reaction to the truths the author lays out when they read about their "type". If "know thyself" is the supreme command, then this is the book that will help you get there. Thank you!

This is a excellent book - regardless of whether you are in sales or not. The author offers valuable insight into the hidden "trigger=points" to moving forward with your job, career or life. It is a fast read too.

was consulted by Warriors and Kings whom pilgrimaged from all over the world to find the secret to success. He answered each seeker's question with the phrase, "Know thyself." This book compares to the sage in that explicit understanding of your character will help you identify strong/weak points in your selling strategy. Furthermore, advice on how to move beyond the plateau phase is given in such detail that you will know explicitly which steps to take and what danger areas to be cautious of. Everyone has vulnerabilities; this book identifies those soft spots and gives pertinent advice on making permanent, life-changing corrections. If you are just starting out in the field, I especially recommend the read - you will identify thoroughly whether or not you should pursue a career in sales or not. It's not for everyone, you know!

what are the ideal set of properties that effective market segmentation should possess. Why this element are necessary in global marketing process.

This update edition offers the best insight into various aspects of the Asian financial crisis and how Asian companies are developing their competitive strategy. Truly a great insight on how strategic trajectory differs from country to country. HP

Kotabe/Helsen team has really set the standard for the international marketing textbook market. I have read three other similar textbooks, but there is no other book measuring up to this one. They offer an excellent analysis of market converging and diverging forces adding to the complexities of global marketing and how to cope with them. Although I am not an academic, this book provides great conceptual foundations so useful for me to use in preparing my own presentations to the executive board at my company. They have plenty of excellent, well thought-out real-life examples, and those examples are so well built in along with conceptual frameworks that I come away with a lot of useful, and more importantly, usable knowledge.

I am a doctoral student and have taught international marketing at a state university for a couple of years so far. Among several books I examined, Kotabe&Helsen book stands out in the crowd. It is a joy seeing my students actually enjoy reading the book and learn from it. This book is full of useful insights and timely examples. It is a must reading if you want to be a true professional in the international marketing area. Great!

I teach Global marketing and I think this textbook is the best. It is not full of anecdotal stories about global marketer's failures or successes but very analytical with straightforward methods students can try out. The cases are excellent and support the theorical lectures very good. From my experience with the research literature it is state of the art.

As a new member to the realestate community I was very nervous as to how I would make a good start in my new career. This book is full of great advise to set you up for success. With all of the huge competition in this cut throat business it is very important to do all you can to position yourself for success. I do recomend this book if you are serious about making money as a real estate agent.

How to Become a Million Dollar Real Estate Agent in Your First Year, written by Susan Smith Alvis, is the perfect book for anyone who is undertaking or considering a career as a real estate agent. Written in a conversational tone that makes for a quick read, this book gives the reader step-by-step instructions for everything from how to set up his business, how to find clients, how to deal with other realtors, and how to, ultimately, close a deal with clients.

As an added benefit, How to Become a Million Dollar Real Estate Agent in Your First Year is also filled with great tools for the beginner real estate agent. The glossary of terms is a comprehensive listing of real estate terms and their meanings. The included telephone scripts and canvassing letter formats will prove to be solid starting points as the reader begins to develop and increase his own client base. The section of the book titled "A Day in the Life of a Real Estate Agent" also provides valuable descriptions of the types of things a successful real estate agent does and even how often he does them. What more instruction could you ask for?

How to Become a Million Dollar Real Estate Agent in Your First Year is one book that should become a part of any new real estate agent's reference library. Its no-nonsense advice and well-developed reference section will make the reader glad to have it on his bookshelf.

Susan Smith Alvis writes an extremely informative and practical guide on becoming a million dollar real estate agent. Everything an up-and-coming real estate agent needs to know to be a top performer--finding listings and clients, self-marketing, budgeting, and planning for success--is in this book. But what makes this book special is her take on running your business. She stresses the importance of work-life balance to maintain one's sanity and that ethical business practices will take you further than shady ones. And as a seasoned professional, she has much sage advice about how to avoid the shady practices of others. Great advice for not getting taken by the brokerage house and for paying yourself is also included. This book has it all!
It is clear Susan Smith Alvis knows her stuff. Her energy and expertise come through on every page.

Real estate agents who are newly licensed can't afford to miss this guide, which surveys the successful strategies of top seller and creates a business plan from these strategies. Any who want to learn how to begin a real estate business will find plenty of material from agents' personal experiences, paired with lessons from the author's own viewpoint. From handling competition and gaining referrals to setting up Internet marketing and keeping clients close by mailing out reminder cards, any business library catering to real estate agent clientele needs this.

As a newly minted real estate agent, I bought this book to start learning what I really need to know about real estate, other than what is required by law, and this book does a good job at hitting on important things that a real estate agent should know.

Two things that bothered me though, are first, the author (as I believe I understood it), only worked in real estate for four years and is now retired from real estate. If the advice she gives about how to be a successful real estate agent is so good, how come she no longer practices, after only doing it for 4 years?

Also, the product description on Amazon listed many topics that were the content of this book. Some of those topics were covered by 2 or 3 sentences which was not enough depth to do them justice. Also, where was the part about the vehicle and insurance...I must have missed that. I'll read the book again and see if it is there, but I don't believe it was.

On the positive side I appreciated what the author had to say about keeping a positive attitude and being an ethical real estate agent. I do recommend this book as a good starting point for a new agent as you will be able to create a list of things you need to further investigate for your new career in real estate.

From the author of How to Sell Your Home in Any Market: 6 Reasons Why Your Home Isn't Selling... and What You Can Do to Fix Them:

This book is great and it's also timely. Easy to read and follow, loaded with great information. While the market slows down, this is the time to truly help clients to redecorate and stage homes to sell. Many small and medium sized builders are also in desperate need of a good home redecorator or home stager.

I highly recommend it!

Mary Larsen has done a thorough job explaining the actual steps it takes to launch a successful (financially successful!) business in Interior Redesign and Staging. As a Nationally Certified Trainer in this area , I look forward to adding this book to my recommended reads for students, new & experienced. Worth the time to read it!

Larsen's book starts right off by defining the differences between redesign (for living) and staging (for selling) so there's no misunderstanding of what these potentially lucrative businesses are all about.

The popularity of HGTV-DYI-type shows have spawned an interest in people wanting to redecorate their own homes Fortunately for anyone wishing to operate this type of business there will be more than enough work for you to do. Many home decorators get all excited about redecorating their homes but then find that once they get started (or are in the planning phase) they don't have the skills or the time to follow through.

The book offers a lot of solid advice. For instance, Larsen reminds readers that it is vitally important to continuously educate themselves as trends change constantly- what's hip today will be out tomorrow.
Mary's Trade Tips are sprinkled throughout the book making you feel like you're getting insider information. Larsen offers advice on ways to market your business including getting testimonials from current customers, giving presentations including a list of possible topics and an outline detailing how to present the topic. Details important things you need to know to stage a home for a real estate sale, offers before and after pictures showing great design work that you can easily do and gives basic design tips that offer suggestions on room elements such as color, shape, and spacing. You'll also find a list of tools you will most likely need and an appendix with more than enough resources to get you started including easily modifiable forms, sample contracts, a list of tools you will need and sample sales letters.

For some reason I found myself getting kind of bored toward the end of the book but overall a good resource for anyone wishing to start this type of business. Could also be a good basic guide for anyone wanting to simply redesign or stage their own home.

This book gives detailed information on how to go about starting a business doing interior design and decorating. The authors discuss the types of decorators as well as what it takes to be an entrepreneur. They dispel commonly held myths about entrepreneurship and give practical advice for the reader to determine if they have what it takes to start their own business.

The authors give step by step instructions on what it takes to start your own design business such as deciding what skills you have and how to charge for services. The next sections of the book deal with the legal and financial concepts of structuring a business. The authors do a good job of explaining the intimidating ideas of business planning, finance, and operation in terms that non business savvy people can understand. Anyone considering a career in design or decoration would benefit greatly from reading this book

How to Open a Financially Successful Redesign, Redecorating & Home Staging Business definitely stands out in the "be your own boss" genre. The never-ending wealth of information practically sets up your business for you, no matter how little you know about what you're getting into. Other how-to business start-up books tend to jump right into the thick of things, overlooking key facts that beginners might not know. Mary Larsen's book was the exact opposite--even beginning with questions about whether or not you are cut out to be an entrepreneur.
While there was a ton of information packed in, I never felt overwhelmed with facts. Everything was broken down into easy-to-use tidbits, like questions to ask yourself and your clients, common business myths, why extras are important, naming, testimonials, and the pitfalls of freebies. The focus placed on marketing, especially e-mail and Web marketing, was especially helpful. I'm not a very tech-savvy person, so the in-depth discussion of marketing in this way was great--no "techie" language that I couldn't understand, just the basic facts. Larsen also helps out by reminding the reader that sometimes you just have to start your business and build from there--everything doesn't have to be perfect for your first client. Besides, with Larsen's book, there's no way you could fail!
Even if you already consider yourself an expert in redesign, redecorating or home staging, Larsen's book is a necessity, even if just simply for the appendix, which provides a quick reference and worksheets that can help you grow your business from day one.

...please accept my sincere congratulations and thanks for an absolutely fabulous baking book, where every recipe is delicious and never disappoints. I'm from a family of German baking women -- you know how fine an art baking is in Deutschland -- and have shared your recipes and books with them along with best friends. This afternoon I made your scrumptious lemon bars, which my husband and I enjoyed with a small glass of white wine. Truly heavenly. Thank you, Jim.

I bought this book in the late 80s and have used it steadily through the years. The book was out-of print but recently made a comeback as a paperback. By today's cookbook standards, this isn't a very sophisticated work - and that's fine by me. The recipes come under the heading of "comfort desserts" and the dozen or so that I have used have always turned out well. The Oatmeal Cake with Crunchy Oat Topping is my favorite - a great old-fashioned cake to take to informal gatherings. The Irish Soda Bread, Russian Tea Balls, Applesauce Cake, Cardamom Cookies, Date Crumble Bars, and Pecan Pie are all delicious. Think elementary school bake sales.

The recipe for Cardamom Bread (Nisua) is huge and unwieldy (five braided loaves!) - unless you're the proud owner of an equally hefty Viking 7-Quart mixer. Fobel said he was not able to successfully reduce the recipe to a more mangeable size - perhaps he just didn't try hard enough. My own recipe for Swedish Cardamom Bread makes three braided loaves - as much as anyone would want to handle at one time in a home kitchen. The "1933 Glory Cake" is tooth-achingly sweet and the "Maraschino Cherry Cake" just isn't appetizing - but I prefer sour cherries for baking.

These are easy recipes delivered in a straighforward and friendly manner - and the price is right. Comparable to Marilyn Moore's "Wooden Spoon Dessert Book" and Lee Bailey's "Country Desserts". I give it 3.5 stars.

The format of the cookbook is simple and without airs, like the old-fashioned American desserts represented throughout. There are no elaborate photo spreads of artsy kitchen-work, just the occasional black and white photo from Fobel's family album. The font is reasonably large, so you won't have to squint even if your vision is getting a little fuzzy. Ingredients are set apart visually from instructions, and instructions are divided into short, convenient numbered steps that make the recipes easy to follow.

And as for the recipes--oh, my, the recipes! There's a marble cake that's hardly any more difficult to make than a boxed cake mix, yet infinitely more moist and delicious. There's a raspberry cream pie that we picked up the ingredients for on the spur of the moment (the raspberries looked too good to resist that week), and I can still taste its exquisite sweet-tartness. You'll find recipes for traditional favorites such as coconut cream, pecan, and pumpkin pies, but you'll also find things like banana meringue pie, Mrs. Paasanen's cheese pie, and a glazed strawberry pie. Cakes range from a golden fruitcake to burnt butter cupcakes, chocolate coffee cream roll, and a maple layer cake.

There are coffee cakes, sweet rolls, yeast breads, cookies of all kinds, and of course cobblers, crunches, etc. Whether you want something simple that mostly uses dry ingredients and a few things you probably already have around the house, or you're in the mood for something that uses the best of the season's fresh fruit, you'll definitely find it here!

Mr. Fobel started from a pile of crumbling, yellowed recipes that inevitably left out changes and whole steps that his family members knew by heart, and recreated the nostalgic wonders of his childhood for us to enjoy in our own kitchens. These are painstakingly tested recipes that come out beautifully and result in absolutely delicious foods, and this is a cookbook well worth purchasing!

I received this book as a gift in 1989. It is the BEST baking book I've ever owned. I need a new one because it is falling apart. The "Almond Ring" pastry is the best - it has been a Christmas morning tradition in our family since I first made it in 1989. The "Devil's Food Cake with Chocolate Fudge Frosting" is the most incredible chocolate cake I've ever made. If you want to learn the basics about baking from scratch, this is the book for you. I will buy this book for each of my kids when they move out - they have learned to bake from scratch over the years by making recipes from this cookbook. Anyone who loves old fashioned baking needs this book!

I bought this book several years ago and still use it weekly. It is my absolute favorite cookbook! The recipes are easy to use and kid friendly. My entire family loves the sweet treats I bake using Fobel's recipes. What a wonderful cookbook. Thanks for sharing Jim!

Companies pay a lot of attention to a strong marketing plan for consumers but often don't pay much attention to internal marketing. One of the most powerful marketing forces you have is your employees. When they are excited about your product then they tell others. The authors of this book provide step-by-step guidance on how to get your employees to become your best marketing source by being your most dedicated consumer. They even include details on how to do things like break bad news to employees in such as way that it does not demoralize others.

Starting with Chapter 4 the authors take you on a detailed method for setting a course for action, setting goals, and then achieving those goals. Chapter 5 follows up with communicating good and bad news, choosing the right vehicle for communicating your message, and making the most of that communication vehicle. Other chapters include training as a marketing tool and using rewards and recognition. Easy to understand and apply, Light Their Fire is highly recommended.

Once picked up, this book would not easily yield to being put down again.
Written in fast-paced style, with great insight and illustrated with a fund of anecdotal evidence, "Light Their Fire" is a valuable blueprint for any organisation to follow in getting a grip on their internal processes that lead to external successes.
Throughout the book, I became aware of a feeling that issues raised in the book were pointing to the necessary creation of another one to address them... I look forward to it with anticipation.

As anyone who has ever read Dilbert knows, working for a big company sucks. The pointy haired managers are all too common. This book is on solving that problem.

People in most companies are made to feel that their contribution, their importance to the company is just about nil. Experience has shown most of us that devotion to the company is not reciprocated. We think we are doing well, we think we are doing what the company wants. And we are on the lay off list.

The difference here is communications within the company. Are we really pushing in the direction that the company wants to go, do we understand what the company is expecting of us. Most of us care, most of us don't feel that the company cares.

This book talks about inter company communications and how management can most effectively communicate their views to employees. This includes the three key points of identifying and tailoring your messages for maximum effectiveness, understanding and using various communications tools to get as much understanding out of your messages as possible, and most important, measuring the effeciveness of your messages.

This book presents internal communications in a new but easy to understand light.

We are always trying to attract new customers. We seek new and attractive ways to bring them into our work places, but we forget that some of our best advertizers are the people who work for us. Light Their Fire focuses on pulling our employees into the advertizing mix and making them part of the equation of success. Sections of the book also focus on planning, which we all lack. We have meeting with staff and plan for the meetings only hours in advance. What are you going to focus on but the negitives rather than the positives. Proper planning starts when, if not before, the meeting is scheduled. Well worth the time to read.

This basic manual teaches you how to encourage your employees to buy into your business strategy and brand before you begin selling to real-world customers. Internal marketing programs should be part of every company's operations. Authors Susan M. Drake, Michelle J. Gulman and Sara M. Roberts show that motivated, energetic employees are important assets; they can expand your business exponentially. Simply by fulfilling basic human desires for recognition, advancement, esteem and education, you can build tremendous employee loyalty. Written in a light, breezy style, which occasionally might have benefited from more detail, this book provides examples of companies that have instituted exceptional programs. We strongly recommend it to executives, small business owners, and human resource and department managers looking for strategies to energize their companies by using their most valuable
resource: their people.