Sales Books

This book is a good resource for managers trying to develop brands where experience accounts for and important portion of the value perceived by the customer.
It is well structured, goes beyond the obvious.

As the CEO of a software company, I have been searching for PRACTICAL advice for enhancing the experience for our customers. Most books I have seen are full of theory and are basically worthless. If you don't walk away from this book with a list of action items, then you obviously don't care about serving your customers.

I believe that this book will be on my desk as a reference for a long time. It will take a couple of years to implement all that I learned.

Definitely worth the read!

Actually, the title of this book is somewhat misleading because Smith and Wheeler have as much of value to say about how to create an appropriate customer experience as they do about how to manage it effectively. In fact, the two are not only connected, they are interdependent. The ultimate objective is to establish an ever-increassing critical mass of customers who are "advocates" or as Ben McConnell and Jackie Huba would characterize them, "evangelists."

Obviously, customer relationship management (CRM) is a multi-stage process which begins with obtaining sufficient and relevant information about the target customer (or customer segments), proceeds through the design and implementation phases, continues with refinement and modification based on rigorous evaluation of CRM initiatives and measurement of their impact. Effective marketing creates or increases demand for whatever is offered whereas effective CRM ensures that "customer satisfaction" becomes "customer loyalty" which, eventually, becomes and remains "customer advocacy."

At this point, it is worth noting that, in several dozen research studies on what customers consider to be most important, three attributes were almost always ranked among the top five: feeling appreciated, convenience (i.e. easy-to-do-business-with or ETDBW), and perceived value. Cost? Depending upon which research study is consulted, it was ranked 9-14 in importance. By the way, Warren Buffett once observed something to the effect, "Cost is what you charge but value is what they think it's worth." Marketers and service providers would be well-advised to keep that in mind.

Credit Smith and Wheeler with providing a remarkably thorough analysis of how to manage the development of relationships with customers which evolve from their satisfaction to loyalty to advocacy. As Bernd Schmitt correctly notes in the foreword, "Towards the beginning of this book, the authors distinguish two key routes toward a Branded Customer Exerience: `experiencing the brand' and `branding the experience.' Experiencing the brand...begins with the brand, turns it into a promise, and delivers on it. Branding the experience is about creating an innovative experience for customers and then branding it.."

Starbucks offers an excellent example. Under Howard Schultz's leadership , the international chain of gourmet coffee shops demonstrates how to combine "excperiencing the brand" and "branding the experience." The result is that Starbucks has become, as Schultz proudly notes, not a "trend" but a "lifestyle." Perhaps no other organization treats its part-time employees treats better (both compensation and benefits) and they reciprocate with a consistency high level of service (both competence and cordiality) and thus function as - yes - advocates. According to Schultz, "What we've done is said the most important component in our brand is the emplopyee. The people have created ther magic. The people have created the experience." Appropriately, Schultz entitled his autobiography Pour Your Heart Into It.

One final point. Most organizations which have problems retaining valued customers probably also have problems retaining valuable employees. Hence the even greater relevance and value of what Shaun Smith and Joe Wheeler share in this book. Peter Drucker once observed, "If you don't have a customer, you don't have a business." There corollary to that insight: "If you don't employees who are competent and cordial as well as committed to the enterprise, you won't have any cuistomers."

Those who share my high regard for this book are urged to check out McConnell and Jackie Huba's Creating Customer Evangelists: How Loyal Customers Become a Volunteer Sales Force, Leonard L. Berry's Discovering the Soul of Service: The Nine Drivers of Sustainable Business Success and On Great Service: A Framework for Action as well as Theodore Levitt's The Marketing Imagination (which includes his classic HBR article, "Marketing Myopia"), Kenneth E. Clow and Donald Baack's Integrated Advertising, Promotion, and Marketing Communications (Second Edition), George E. Belch's Advertising and Promotion: An Integrated Marketing Communications Perspective, P. R. Smith and Jonathan Taylor's Marketing Communications: An Integrated Approach, and Noel Capon and co-authors' Total Integrated Marketing: Breaking the Bounds of the Function.

Also, Irving Rein and co-authors' High Visibility: The Making and Marketing of Professionals into Celebrities, Kellogg on Marketing (edited by Dawn Iacobucci), Kellogg on Integrated Marketing (co-edited by Iacobucci and Bobby Calder), and finally, Harry Beckwith's What Clients Love: A Field Guide to Growing Your Business.

We do Graphic Design for Restaurants which is all about "The Experience". We have not only started using some of the suggestions for our own firm, but are purchasing copies for clients as Christmas presents.

I bought this and several other books on this topic of a project at work. This so far has been the most comprehensive and thoughtful book on the topic. There are plenty of templates and workflows to help a team frame their customer experience goals and is supplemented with substantial facts and figures that resonate with executives. This book will provide me with much of what i need to clearly articulate these ideas to my leadership (as i build yet another powerpoint deck to do so).

My only gripe is that while many of these themes transcend time, we need a good 2008 version of this thinking that incorporates the huge changes in the internet and pervasive connectivity. References to technology were very light, i'm assuming so as not to seem outdated in this fast moving world.

The majority of entrepreneurs tend to be activity focused. After all, that's what got them interested in starting their own business in the first place. They had a great idea, decided it could actually make a few dollars, and away they went. Naturally they assume that at some point their hard work will pay off.

Unfortunately, that doesn't always happen. Good ideas never really take off. Great products remain undiscovered by consumers. Businesses fail.

The reason for business failure is often simply a lack of planning. While entrepreneurs are wonderfully hard working, they often get lost in endless tasks because they lack a clear direction. Even though every business book on the market preaches "know your market" and "make products that service your customers", most people starting their own business gloss over these parts in a hurry to get their "baby" to market.

That is, until they find themselves in trouble. Then, they pick up a copy of Marketing Made Easy. It's a solid resource explaining the importance of the 3 C's (customers, company, and competitors) and 4 P's (product, price, promotion, placement). Then, with this information solidified, smart effective marketing plans can be created and put into place.

Clean, crisp and to the point! This is a great read on the do's and dont's of marketing. There's a lot of practical information in the book and it de-mystifies the marketing principles and methodologies.

Easy to read and understand....

This book covered a lots of tips and tools and easy to read, I hightly recommened to everyone. I want to change my mind to 5 stars.
GREAT BOOK

"The right customers are people whom your marketing programs have prequalified and educated about your product's unique benefits. These are people who aren't even thinking about making a choice of solution, because you've educated them such that in their minds, you're the only reasonable option to buy." ~ pg. 14

Marketing Made Easy presents an accessible marketing plan for entrepreneurs in the real world. The step-by-step guide leads you from customer awareness to sales. Kevin A. Epstein takes you through all the major steps needed to ensure your success. Who are your customers and how do you reach them? He gives sage advice when he says:

"More is not always better. Lead generation costs money, and if you generate too many leads-in that your ability to follow-up on leads is overwhelmed-valuable leads are ignored and lost as opportunities." ~pg. 20

If you are interested in topics like "Viral Marketing" and "Affinity Marketing" then this book has a lot to offer. The section on "Advertising Options" will be invaluable for anyone new to the world of sales. Highlights of this book include:

Seven Things You Must Do to Be Easily Findable
Consultant Failures Knowing What Not to Outsource
Retain and Expand Customer Relationships
Overcome Competition

Throughout this useful book there are practical solutions to problems you will encounter and interesting ways to increase profits through visibility.

~The Rebecca Review

This is one of those little books that no matter how much marketing experience you have from complete newbie to old pro reading it will give you a few new ideas, ideas that are worth far more than the surprisingly low cost of this book.

To be sure, this book really concentrates on product promotion. It talks about how to find contacts, convert these contacts into actual leads, convert these to customers, and then sell more to these same customers who already know you. It doesn't say much about things like how to determine what should be in your next generation of products.

As you read the book, keep in mind that he is talking in general terms. You may need to modify some of his thoughts to suit your own situation. For instance he talks about giving away toys (coffee, pens, etc.) to attract attention. He says that cheap toys don't do much good. Basically I agree, I have a 'give away' pen from some company in my pocket but I don't even remember the name on it. But there are instances where things are different.

1. Salesmen like to leave something behind at sales calls. It doesn't matter what. Give them something to leave. Perhaps the customer won't pay attention to it, but your salesman will remember.

2. One time a major customer of mine was moving to a new location. I took over a case of extra large coffee cups. I gave everyone in the office a coffee cup (A 'toy' means more to the receptionist than it does to the manager who is constantly visited by sales people, and the receptionist is the one that makes sure your messages get to the right person.) And there were enough left over to stock their lunch room. When other salesmen called, when their customers visited, they got served coffee in my cups.

Those two points summarize my real thoughts on Mr. Epstein's book. His book is dead on, coffee cups and other toys at trade shows do little or no good. But in marketing rules are made to be broken when you have good reason to break them. And this leads to his next point, test to see if your toys, or any other marketing effort is really working.

Great get started book! Great new idea book.

A comprehensive survey of the artist's work, it covers not just his paintings, but also his posters, advertising and magazine and book illustration and the murals. Very well illustrated and with a comprehensive text it chronicles the artist's development and his vast array of work.

One of the most interesting chapters is that which explains in detail the methods Parrish employed to achieve his remarkable results. This includes his use of photography and the painstaking glazing techniques he employed.

A very interesting and useful publication; it is not one that sits idly on my book shelf.

The version of this book that I own is from the second printing (1974). What a beautiful book! In some ways Parrish seems to be the dreamy counterpart to Norman Rockwell. An amazing attention to detail and lighting. To reiterate a point raised in other reviews, this book would benefit from more color plates, but that is a minor criticism. While I have not yet purchased any of the other books in print on Maxfield's work...this is a fine place to start. There is a generous sampling of landscapes, product advertisements and magazine covers. Recommended!

Note: I made some immature person angry by giving negative reviews of books written to "prove the Book of Mormon." Rather than answer my criticism, this person automatically gives my reviews negative votes. Oh, well.

Your "helpful" votes are appreciated, and please remember that a short review is not necessarily a bad review if it leads you to a great book.

I love "Daybreak" (see cover) with a nude figure standing above a girl sleeping in a columned pavilion. If you like this painting, then check out different reproductions (the colors vary widely and change the nature and mood of the painting. Really change it.

"Twilight" is another great painting. For me, it is evocative of a great mystery. You want to step into that farm yard and explore the house and barn. No people are shown, but it gives me the feeling that ghosts live there (without being scary--in a dreamy sense).

"Afterglow" is also intreguing, showing a New England church as the stars come out.

The book is full of both color and black-and-white illustrations. I would love to see "Landing of the Brazen Boatman" in color. A robed figure is walking down some stairs of a strange temple while a boatman awaits.

What a gift of imagination Maxfield Parrish left to the world!

Highly recommended.

This book has always been the "essential" Maxfield Parrish reference for me. It contains page after page of information about the artist's incredible personal and professional life. It also goes into great depth detailing the illustrator's perfected (and tedious) technique of creating illustrations. From crafting meticulous miniatures for layout to the final process of layering oil glazes onto the canvas. It's all there.

I would highly recommend this book to Illustrators, art teachers, and overall art enthusiasts who want to expand their knowledge about illustration and a true master of the past. This book has been cited in other publications such as "Step by Step Graphics" for the depth analysis of his technique.

My only small criticism is that I would've liked to seen more color prints within the book. A few too many black and white reproductions of the artwork. That aside, I feel this book is of tremendous value.

I, like you, want to own Daybreak--perhaps more so than any other painting. Sometimes an illustration entertains, perhaps greatly. Some evoke admiration, even gaping admiration. In the case of several Parrish paintings, admiration is merely the aftertaste of a much more powerful emotion: the craving to be in the space the artist has created, to have or to be the characters therein. A desire to truly exit this world and remain in the other. The list of works that affect me in that way starts off like this: It's A Wonderful Life, Oz, Narnia, Harry Potter's magical England, Parrish's Daybreak & Land of Make-Believe & Air Castles et al., Robert Heinlein's Glory Road, ERB's A Princess Of Mars... We read or watch or view them over and over again in an attempt to ease the longing.

This volume satisfied that craving long enough for me to catch my breath.

I work in sales at an agency in FL. I liked this book alot it gives you a bunch of great ideas. I got distracted almost everytime I picked it up because there were so many ideas that would pop into my head while I read the book. There is a public relations part that I couldn't really find a way to apply to my situation but that doesn't mean it won't help you. I would definitely recommend it to anyone who is interested in marketing and is interested in increasing sales. I am not in a position to implement any of these changes but I have discussed ideas with my bosses and they seemed pretty receptive. It never hurts to have ideas that could help your company make money even if it's not "your" company.

I love this book. I checked it out at the library, but wanted to highlight so many things, I bought it. I keep it close at hand as a great resource for marketing my company. Kim Gordon is a competent, qualified writer, and I plan on reading more of her books!

This book was very helpful and easy to read. I applied the techniques and am getting surprising responses.

This book rocks! It is an easy read with tons of information that a new business owner can use. The information is creative, cost-effective and results oriented. Can't wait to read more books by Kim. She is fabulous and inspirational.

For many of us, what starts out as a great idea for a product or service ultimately turns into a marketing and sales challenge. When it comes to books on marketing, Maximum Marketing, Minimum Dollars is one of the best. First, it contains incredibly practical advice that can be put to use right away. This includes strategies that can be applied by every business, small or large, and irrespective of its product or service. Second, the book is written in an approachable manner, one that clearly and concisely conveys a large amount of information. If you're looking for a practical guide to marketing that will help you to make the most out of your marketing dollars, then this book is highly recommended.

Steven K. Gold
Author, Entrepreneur's Notebook: Practical Advice for Starting a New Business Venture

I really enjoyed this book. It gives the reader some good areas to focus on, when it comes to moving your sales approach, from selling products and solutions, to consultive sales. I have given this book to several of my customers and prospects.

It's all about value, and that is exactly what I took away from this book, a genuine sense of value. The Mind of the Customer brings home the message that success is inevitably linked to your ability to "embrace the interests of your client and make them your own". This book is an indispensable tool providing Best Practices for vital sales skills such as asking high impact questions, presentation preparation, and cooperative negotiation. The focus always remains positive, supportive and straight forward. I would highly recommend this to anyone preparing to advance in a changing sales environment.

Marketing, to be done right, is among the most challenging and difficult functions in any enterprise, and particularly in the highly fluid customer environments of today. When done right, it also yield enormous benefit (i.e., profits) to the enterprise.

This book covers very well the three fundamental concepts that lie at the heart of effective and successful marketing - identifying and packaging value, messaging and communication to the customer of that value, and value selling - the ability to follow through on that messaging and convering it into a profitable transaction for both. The book falls behind in not being able to get into the operational aspects of this pocess, but I still think it serves enormous value just to be able to articulate these core powerful concepts really well.

If only I had this book at the beginning of my selling career!! The Mind of the Customer is a concise guide to maximising success by working in collaboration with your customer. Business relationships have always been important but in today's market they're crucial. This book provides all the tools you need to understand your customer, their business drivers and what will ultimately make you both a success. For anyone looking to move forward in high level sales this is a great book.

Challenges sales leaders who think they are already customer-driven to think again. The authors conducted a study of nearly 100 executive level decisionmakers to find out what customers are now expecting as a condition for doing business - and the results are a real indictment of the so-called "needs-satisfaction" and "solutions-selling" approaches that are popularly offered up as best practice. Advocates an almost telepathic customer relationship that's devoid of artifice and self interest. Redefines the "high achieving" salesperson as an individual who is almost manically focused on helping customers achieve business results. Sounds rather altruistic, but includes some pretty convincing evidence and examples around how what's good for the customer is even better for the seller. Also offers some potentially unnerving conclusions around what customers really value in the people who call on them, why product positioning and differentiation frequently fall flat, and how to keep vertical marketing strategies from drifting off course. Capped off by interviews with a handful of world class sales organization like UPS, Nokia and Lexus concerning the lengths they are going to in order to help their customers succeed.

Debra Koontz Traverso presents a compilation of tips telling the entrepreneur or owner of a small business how to compete with established companies as well as other start-ups. Traverso includes a few personal examples, although this is mostly a how-to guidebook. Much of the advice may seem familiar to those who have read similar books or attended small business workshops, but Traverso does manage to throw in a few pointers that make you stop and think. For example: Stand up while you talk on the phone - it will increase your energy level. (Try it: It really works!) In addition, the book offers guidance on creating the right image, partnering with outsiders and family members, making the most out of mundane daily activities and marketing on a limited budget. Top executives may want to skim this to learn how start-ups and small businesses are striving to compete with them, but we [...] recommend this book primarily to entrepreneurs and small business owners who don't want to stay small forever.

This book has gems on every page. Lots of practical tips and tools that can be put to immediate use. Plus it's a great, quick read. Light, tight, bright, and useful; full of great examples. Traverso sure knows her stuff.

"Some entrepreneurs view their smallness as such a negative thing that they hardly make an effort to gain lucrative corporate clients. But even if yours is a one-employee home-based business, you can make it appear larger and give big firms confidence in your ability to do the job, according to (the author and this book). It's all a matter of image. . . (the book) is replete with instructions for self-assessment to determine your current business image and how to enlarge that image. . . . . In an easily read style, 'Outsmarting Goliath' is a complete guide to small business image development." --Carol Celeste, The Network Journal

"The author's amazing insight into the needs of independent merchants in this time of accelerating change in the market place is remarkable. Suggestions for achieving performance and a more competitive rivalry with mammoth companies are many and valuable. This is not just a good read, but a handbook for coping." --Harold E. Hicks, The Book Shop, Inc.

This book has many great ideas for the small business person that I wish I had before I started my business. For example, just how to pick a name for the company or how to look like a big company without spending a fortune. The book provides examples from people who have done it and adds credibility to the content. I recommend for all businesses but especially fo the smaller business and one person operations.

Hine's book is a meticulously researched, wonderfully illustrated work on how the American mindset of the 1950s and 1960s created both the consumer culture and the physical environment in which it thrives. All of this is masquerading as an enjoyable, nostalgic, amusement park ride through the world of split-level houses, tail finned cars, and orange Naugahyde-upholstered furniture. It's a fun read for all baby boomers as well as for any of their children who are trying to figure out why their parents think pink and green go together. By the way, I also recommend this book to any Europeans trying to understand American culture. Read this and the short story "The Concrete Mixer" by Ray Bradbury and you'll understand why McDonalds and Wal-Mart can't be stopped.

Populuxe describes the postwar era from 1955-1964 when American consumerism reached its fullest expression. Since that time we have just recycled and re-invented that period's concepts and trends. Mr. Hines points to the product launch of the 1955 Chevy as marking the beginning, as it was the first mid-price car with tailfins, terminating with the staleness of the "future" presented at the 1964 World's Fair that came in the months after the crushing blow of JFK's assassination.

Thomas Hine describes the era as one that simultaneously looked back to the old west and to a space age future. The old west was a useful paradigm because it brought to mind the pioneer spirit; the sense of self-invention involved and the space age came with the atom bomb, sputnik and the astronauts. Fueled by sudden prosperity, shaped by sophisticated advertising and product marketing, embraced by an American middle class rich with dollars and plenty of leisure, it was the time of ever-growing tail fins on cars, the latest kitchen gadget and exuberant roadside architecture.

While the book would be highly enjoyable just for the descriptions of the products and trends of those times as well as the treasure trove of classic photos, Mr. Hines does more than that. He shows how the tenets of consumerism were laid out in this time; from feeding people a readymade identity through the products they purchased to creating new markets by fulfilling consumers desires rather than their needs. A toaster was no longer a machine that grilled bread. It was a space aged accessory that told its purchaser that he or she was pioneer in the land of tomorrow.

I found this book in college, used as a text for the Industrial Design dept. I was a Criminal Justice major myself, but found this a great look at American culture.

This book could be a blueprint for the whimsical looks at the 50's seen on History Channel documentaries.

Hines book is a fun, unpretentious look at the times that led to the designs. It is refreshing that the author didn't take the easy route and simply churn out a tome laundry listing trends simply to make fun of them. The book shows a great understanding and admiration of the industrial art of the era without any pretense or hubris

While the colorful plastic and steel designs of the '50's and '60's lacked the beauty of the bronze and silk Art Deco styles of the '20' s and '30's, they are still full of a spirit of fun and excitement.

Before Thomas Hine invented the term "Populuxe," the hopeful designs found in '50's and '60's fashion, furniture, architecture and automobiles were linked with the Space Age, the mighty atom, Rock 'n' Roll, and a nation in love with its wheels. Looking toward a bright future helped the Western world bear the reality of the shadow of Communism. As a guy with dim memories of this era I can say that this book is great fun to read with plenty of vintage pictures and insight into how the Space Age came to be and what it all meant.

Hine's work is a meticulously researched, wonderfully illustrated work on how the American mindset of the 1950s and 1960s created both the consumer culture and the physical environment in which it thrives. All of this is masquerading as an enjoyable, nostalgic, amusement park ride through the world of split-level houses, tail finned cars, and orange Naugahyde-upholstered furniture. It's a fun read for all baby boomers as well as for any of their children who are trying to figure out why their parents think pink and green go together. By the way, I also recommend this book to any Europeans trying to understand American culture. Read this and the short story "The Concrete Mixer" by Ray Bradbury and you'll understand while McDonalds and Wal-Mart can't be stopped.

Is your company working hard to deliver value to customers?
Are you facing increasingly tough competition, possibly from new competitors?
And are you struggling to address cost pressures from your suppliers?

If you answered YES to one or more of these questions then you probably need some help with your pricing. Many studies show that of all marketing variables, pricing has the most impact on the bottom line. But where should you look for advice so you can make your pricing decisions with confidence? The answer: Pricing with Confidence by Reed Holden and Mark Burton. Holden and Burton have written a highly readable, practically oriented book for making pricing decisions; their 10 Rules of Pricing can vastly improve your decision-making. Think about this question: Why is pricing so hard and why do most companies mess it up? Holden and Burton pose this question in their Introduction. Could your firm be one of those they are talking about? If you believe that pricing is hard in your firm and that you don't always get it right, then pick up Pricing with Confidence; you'll be glad you did.

Noel Capon
R.C. Kopf Professor of International Marketing and Director of the Executive Program in Strategic Pricing, Columbia Business School, New York, New York.

As a forum leader for a group of CEOs of small, growing businesses, we used this book to help us in understanding whether the pricing strategies each of our businesses used were optimizing their market and sales successes. Since many of these small companies compete with some of the largest players in their respective industries, it was revealing to each of them to see their realities detailed so clearly by the authors. It has led each of them to engage in more thinking and analysis relative to a pricing strategy that matches their value offering. This is a must read for any small business up against the big guys.

Pricing with confidence

I have heard Reed Holden speak in a number of venues. I was happy to hear he was contemplating a book on the practical end of the spectrum for a selling organization. This endeavor revolves around easily understood concepts that a selling organization can apply.

Reed constantly says "Don't be a victim", apparently a phrase he learned many years ago, which ties in with the thrust of the project. Don't be satisfied with what the market place gives you. You can price your product and the services you offer at a level consistent with the value you bring. Far from just cheerleading, you must have done your homework before hand and this will give you the confidence to overcome the objections you will receive.

In the book are simple methods to organize your thoughts to understand your value, which may change with different classes of trade. You can then set your price points and defend them successfully. If you are not successful there is a unique chapter to characterize the type of buyer you are facing. Price buyers, Value buyers, Relationship buyers, and Poker Playing buyers all have different agendas and your defense of your value may be valid, but not successful with each of the above types. Just the recognition of this is valuable to the salesman and may point to different strategies or more importantly not confusing strategies.

In my organization I know the publication is making a difference when a proposed price point strategy is being justified by a thought process described in the book. The sales person in the meeting is defending his stance among his peers who can be rather harsh to test his logic.

A good read that should be placed on the shelf for extensive use as a reference book.

Buy the book. It's a good read for sales, customer service and yes, even accounting.

I liked this book a lot. I thought it was well outlined and well written. The book's overall message is that the small business owner should link prices to the value delivered. The reader should be able to optimize pricing for her services or products after considering the 10 rules of pricing presented in this book:

1. Generally, don't let the customer talk you down in price
2. Price your service or product at a level that a customer is willing to pay if they understand the value of your service or product
3. Know which of three pricing strategies you are using and stick to it
4. It's OK to negotiate price with customers, but make sure you win
5. It's OK to lower prices, but only in order to increase profits
6. Expand your offerings so you aren't locked into one price for one product
7. Great pricing will often force your competition to react to your pricing
8. Your company's sales force has to be expert at why and how you priced your services or products
9. Set prices based on value - not on cost-plus
10. Always keep in mind you are in business to make a profit without leaving money on the table

I loved the instruction that the author provides regarding how an owner of a small business has to be willing (and able) to fire unprofitable clients and customers. Business people who compete on price are playing a fool's game. Smart business owners understand that value is the basis for business exchange and that to be successful at business one must FULLY understand value. This book puts forth a pretty good effort to help the reader fully understand value, or at least how to go about fully understanding value after doing a little investigation and research of the market.

Pricing goods and/or services is far from simple. And setting an optimal price is one of the most difficult decisions to make when starting a business. Furthermore, as a business grows and matures pricing at an optimal level continues to be difficult. Prices never stay the same because demand never stays the same. To do this well one must know the market (competitors & customers), know the costs, know the perceived value, and know the actual value.

Getting a handle on all this is not particularly easy. This is especially true because customers are often times very hard to figure out. Some are price buyers, some are value buyers, some are relationship buyers, and some are poker-playing buyers. Knowing these four types of buyers is a heads up for the small business person. But he or she still has to read the customer and figure out which one of these four the customer is before negotiations can be performed in favor of the seller. Read this book and start on your path of being a better pricer of your services or goods. 5 stars!

Are you trying to find ways of building or extending your network? Are you interested in learning some techniques to improve your business relationships? Jerry Acuff gives the tool kit that you can carry with you.

This book talks about the different types of relationship levels that you can have with others ("The Relationship Pyramid"). This book highlights a number of techniques that includes questioning, caring, connecting, and setting up goals. The book not only helps you to develop relationships but also to maintain them.

If you have already read a few books about developing relationships or networking, this book will just be a review of the techniques that you previously learned in the other books.

The book gives a lot of real life situations & examples that makes it an interesting read.

Great "back-to-basics" book. No big revelations, but wonderful reinforcement that will help all salespeople who are selling in an environment where relationships really count.

This book is a MUST READ for true professionals! I am VP of Business Development at Myles Mortgage Services. I have over 5 years in the mortgage industry and 10 years in sales. I was always attentive to my clients' needs, but employing the simple (but crucial) methods offered in this book increased customer loyalty and my rate of referred clients exponentially. This book gives away the secret to personalized, effective means to reach out to my clients and show them I care in a memorable way!

Most business books hit you over the head with "must do" lists. In The Relationship Edge in Business, the book shows you how to establish and maintain positive relationships, how to be interested and open to many levels of relationships. Relationships enrich personal and professional lives and this book offers so many ideas with a friendly, "can do" tone. No matter who you are, these ideas can work.

My favorite chapter is Chapter 5, "It's a Small World After All." In this chapter, the author reminds us that connections can be made, even when the odds seem unfavorable. Positive connections lead to other positive connections.

Jerry Acuff outlines methods not taught by many companies. Although said companies devote time and capital to train sales forces about their products or services, most do not spend any time teaching the skill of building long term relationships with clients. This is a must read for the enlightened, forward-looking executive.

This is a great book for anyone who is interested in roller coasters. It includes history of roller coasters, wooden roller coasters, steel roller coasters, and extreme machienes. It also has great pictures. Take my advice, this book is great!

Roller Coaster is colorful and informative history of roller coasters by Robert Coker covers early models in an introductory chapter than focuses on the heart of the topic: innovations in roller coaster models and modern coaster innovations. The colorful coverage provides a solid, appealing leisure read which should attract a wide audience of those young at heart.

This book is basically another in a long line of coaster thrill books designed to prolong the excitement of riding these amusement park behemoths. This latest book is tastefully done and includes the requisite history with lots of familiar and some rediscovered photos and prints of old timers. A few of the newer beasts are included with enticing views of riders being turned in spine tingling directions. Coker's text is well written. This book has enough new stuff to warrant it's inclusion in your coaster book library.

This book is great.It tells really well about the rollercoaster itself and great pictures.(TWO THUMBS UP)

When was the last time you had so much fun screaming? Probably last time you were on a roller coaster, your hair tingling, your eyeballs popping, and your stomach churning. Robert Coker, a talented journalist, has been everywhere you've been and more, and he describes the different rides he's been on, whether wooden or steel, coaster or twister, with a different appropriate writing style that will make you feel you're in the same box, hurtling hundreds of feet downwards after a longslow climb.

Maybe the best part is Coker's sneak preview of coming attractions, rides they're building out there that we may not get to stand on line for just yet. But, a boy can dream, can't he?