Canada Books
Related Subjects:
More Pages: 1 2 3 4 5 6 7 8 9 10 11 12 13 14 15 16 17 18 19 20 21 22 23 24 25 26 27 28 29 30 31 32 33 34 35 36 37 38 39 40 41 42 43 44 45 46 47 48 49 50 51 52 53 54 55 56 57 58 59 60 61 62 63 64 65 66 67 68 69 70 71 72 73 74 75 76 77 78 79 80 81 82 83 84 85 86 87 88 89 90 91 92 93 94 95 96 97 98 99 100 101 102 103 104 105 106 107 108 109 110 111 112 113 114 115 116 117 118 119 120 121 122 123 124 125 126 127 128 129 130 131 132 133 134 135 136 137 138 139 140 141 142 143 144 145 146 147 148 149 150 151 152 153 154 155 156 157 158 159 160 161 162 163 164 165 166 167 168 169 170 171 172 173 174 175 176 177 178 179 180 181 182 183 184 185 186 187 188 189 190 191 192 193 194 195 196 197 198 199 200 201 202 203 204 205 206 207 208 209 210 211 212 213 214 215 216 217 218 219 220 221 222 223 224 225 226 227 228 229 230 231 232 233 234 235 236 237 238 239 240 241 242 243 244 245 246 247 248 249 250

very informativeReview Date: 2003-11-01
Excellent, and PRACTICALReview Date: 2006-08-31
Now, if you're a survivalist who enjoys bare-bones stuff, you cannot go without Tom Brown's Field Guide to Wilderness Survival. But, if you're simply a wilderness enthusiast that needs to know how to take care of yourself if you ever become stranded on one of your wilderness trips, this is the book for you, hands-down.
very informativeReview Date: 2003-11-01
Wilderness Survival HandbookReview Date: 2000-05-10

Used price: $3.45

A Wind Storm in the Forest,Review Date: 2008-10-30
Great for nature lovers!Review Date: 2008-07-07
An excellent place to startReview Date: 1997-12-24
John Muir had an incredible and important life, and it is told here succinctly in his own words, excerpted to emphasize the profound. It is a glimpse into a lifestyle 99.9% of us will never know, yet it is truly important to our times. His love of nature, adventure and exploration is a reminder of why we need to experience more than our 9 to 5 workdays and why we need to apply ourselves to the protection of the Earth.
Muir was a gentle but strong man, a genius with simple needs, solitary yet influential. This book is a terrific way to look into his life and his time and to gain some inspiration into our lives and our times.
Very Best Starting Point to Learn About John MuirReview Date: 2007-11-24
This book was edited by someone who was himself an able naturalist and nature-writer, and therefore someone who could understand Muir in a way that most academics, whether professors of literature or historians, cannot. Edwin Way Teale (1899-1980), has been ranked as a nature writer with been ranked with Henry David Thoreau, John Burroughs, as well as John Muir himself. His honors include being elected as a fellow of the American Association for the Advancement of Science, receiving the John Burroughs Award in 1943, and the Pulitzer Prize in 1966. He was the author of 32 books. Teale's sympathy for Muir's message is shown in the book's Dedication page, which is "Dedicated to The Sierra Club, The Wilderness Society, The National Parks Association, and all those who are fighting the good fight to preserve what John Muir sought to save."
This book serves as both an anthology of the very best of Muir's writings, and also a biography, compellingly provided by Teale.
The biographical value of this work is often under-stated, even by the publisher. The book is typically viewed as an anthology, and indeed it is, primarily; but it also contains a wealth of biographical information, far more than the typical anthology.
Teale commences his book on John Muir with an authoritative 10-page Introduction, that not merely identifies the key events in Muir's life, but provides an assessment and perspective of how Muir stacks up with other nature writers. He provides facts you won't find elsewhere: "While visiting friends, Muir sometimes would talk four hours at breakfast." Teale, writing in 1954, was able to talk with several people who knew Muir personally. He noted that everyone he talked to had a different view of which phase of natural history held first importance in Muir's mind. Some thought it was trees; another thought it was geology, another plants. Teale points out the fourth view, probably the nearest right of all: "... the whole interrelationships of life, the complete rounded picture of the mountain world. Today, Muir probably would be called an ecologist." Teale 's assessment of Muir as an "ecologist" pre-dates the "ecology movement" of the 1970s by at least 15 years. Teale admirably tells of the scope of the places, glaciers, plants, and animals named after him, and Muir's contributions to science and conservation. Although public appreciation for Muir has grown dramatically since Teale's book was first published in 1954, The Wilderness World of John Muir still provides the best introduction to Muir's life and writings.
Following the admirable Introduction, each of the 51 excerpts from Muir's writings commences with a preface by Teale, of up to a page in length, presenting in chronological order the story of Muir's life, and putting each of Muir's writings into context.
Although serving as a biography, the Wilderness World is, in fact, primarily a superb anthology. Rather than simply re-printing the full text of such of Muir's works as The Story of My Boyhood and Youth, A Thousand-Mile Walk to the Gulf, My First Summer in the Sierra, Travels in Alaska, Our National Parks , and the Journals, Teale provides short snippets from the best of Muir's writings, arranged into seven broad categories:
I. Memories of Youth - reprints Muir's writings about his boyhood in Scotland, life on the Wisconsin Farm, seeing immense flocks Passenger Pigeons, nearly dying of choke-damp while digging a well, his inventions, and his enrollment at the University of Wisconsin.
II. University of The Wilderness - Excerpts from A Thousand Mile Walk, including people by the way, camping among the tombs of Bonaventure Cemetery in Savannah, Georgia, and Muir's visit to Cuba and New York.
III. The Range of Light - Muir's adventures in the Sierra, including his first glimpse from Pacheco Pass and crossing the bee pastures of the Central Valley, his first visits to the High Sierra, climbing on the brink of Yosemite Falls above the Valley, tributes to wildlife including bears and grasshoppers, and his telepathic experience sensing the presence of his former University Professor Butler in the Valley.
IV. The Valley - Muir's glorious tributes to Yosemite Valley's waterfalls, the water ouzel, the earthquake, and Ralph Waldo Emerson's visit.
V. Forests of the West - Including Muir's adventure high atop a Douglas fir during a wind-storm, and writings about Silver Pine, the Douglas Squirrel, Sequoia, Nevada Nut Pines, and Muir's clarion call to protect the forests, "Any Fool Can Destroy a Tree."
VI. Glacier Pioneer - Muir's discovery of the Sierra glaciers, his climb of Mount Ritter, his perilous night on Mount Shasta, and his travels in Alaska, including his discovery of Glacier Bay and his adventure with Stickeen.
VII. The Philosophy of John Muir - excerpts from many scattered sources focusing on Muir's views on mankind's relationship to Nature. For many, this is the favorite part of the book, the part one returns to again and again for inspiration.
Despite this, the book does have some failings. The book belies the importance of Muir's family and friends, which becomes so evident upon reading his extensive correspondence. Nor does the book do more than barely mention some important places in Muir's life, such as his global travels to such places as the glacial mountains of Europe, the forests of Siberia, the Himalayas and forests of India, Australian and New Zealand forests, and, the fulfillment of his life-long dream, his last trip to see the forests of South America and Africa. The book emphasizes Muir's appreciative writings about Nature, and only briefly mentions the conservation battles which consumed so much of his life, including his long campaign to protect Hetch Hetchy. To obtain a whole picture of Muir, the reader will need to also read another work about Muir's conservation campaigns, such as Roderick Nash's chapter on "John Muir: Publicizer" in Wilderness and the American Mind, Stephen Fox's John Muir and His Legacy: The American Conservation Movement, or John Muir and the Sierra Club: The Battle for Yosemite by Holway R. Jones.
Since the book was originally published in 1954, it is not informed by some of the more recent research resulting from Muir's unpublished journals and correspondence, published in the John Muir Papers in 1980. Given the popularity of this book, fifty years after its first publication, the publishers should consider a second edition, again using a nature writer rather than a literary critic or historian to update the book.
Overall, in this book Muir comes alive, as someone who can can at once write inspiringly and poetically about trees, storms, mountains, glaciers, and forests, but yet also show the attention to detail of an analytical scientist. Muir is revealed as adventurer, a lover of nature, a person who can still excite the imagination of readers. As Teale concludes, "Rich in time, rich in enjoyment, rich in appreciation, rich in enthusiasm, rich in understanding, rich in expression, rich in friends, rich in knowledge, John muir lived a full and rounded life, a life unique in many ways, admirable in many ways, valuable in many ways.... In his writings and in his conservation achievements, Muir seems especially present in a world that is better because he lived here."
August, 2004

Collectible price: $10.00

Exciting tale of the fleet air arm during WW-II.Review Date: 1998-09-11
A WELL-TOLD STORY OF LOSS, LOVE & HOPEReview Date: 2003-06-18
A WELL-TOLD STORY OF LOSS, LOVE & HOPEReview Date: 2003-02-11
Excellent story on little known Royal Navy carrierReview Date: 2001-04-11
The charecters of the pilots and ship's officers are well developed and complex, like all of us. It is a mix of old professionals and young amateurs who rapidly gain the skills and instincts of their long serving shipmates. There is conflict along the way, from the lowest pilot to the admiral commanding the operations. There is the added mix of several Dutch aircrew into the mix that adds both to the tension and humor of the story. There is the added distraction, for the men, of having to fit domestic problems into their already full plate of matters to be dealt with, and it isn't always easy for some of them. Finally, there is the sense of loss you will discover when after an operation, the returning pilots are celdbrating on the flight deck and someone notices the support crew of one aircraft that didn't return, just standing on the flight deck looking into the distance on the off chance that "their" aircraft would return.
The scope of operations is vast, ranging from the North Atlantic to the North Sea, the Southwest Pacific and finally home in the UK.
This story is a fine rendition of the trials and tribulations of a little known type of ship in the Royal Navy. It rings with authenticity on every page. This should be in every person library who has an interest in Naval operations during World War II.

Used price: $0.21

......Review Date: 2008-06-02
The story is about an Indian tribe that gets torn apart by white people. But specifically the book tells about a boy names Saxso that, in my opinion, truly becomes a man by the end. He gets separated from his mother and two sisters while escaping, and as the head of the family it is his job to get his family back together. After learning they had been taken by whites, Saxso sets off for a long, difficult journey to rescue them.
The Winter People is the type of book that is hard to start, but once you get into it, you'll be glad you kept reading.
A beautifully written story, with frightening accurate history lessonReview Date: 2005-07-10
I thought was a beautifully written story by Joseph Bruchac, about the Indian tribe, the Abenaki's. The simple and yet complex way he wrote it from the point of view of 14 year old Native American named Saxso, made it all the more interesting. Saxso is probably the most interesting character in this book aside from his cousin and grandfather. The description of what the British (the white people, or the winter people, the people with winter/cold in their hearts) were doing to the Native Americans after they captured them from the village upon their raid, actually brought tears to my eyes (I've never even heard of the British eating the Native Americans until I read this book. More genocidal things the world continues to hide from the people about what the Europeans, and British, among others who wronged these people, hide.). I continued to read the book until the very end which was satisfying in aspect of the word. I recommend this book to anyone who has a interest in Native Americans and their lives during the many wars that took place on the land they lived on.
The Winter PeopleReview Date: 2003-06-18
Highly Reccomend this bookReview Date: 2003-05-06
Justin

Used price: $4.27

like a friend to hold your hand!Review Date: 1999-05-06
Survival Guide for LifeReview Date: 1998-08-24
Just pick your passion!Review Date: 2005-08-24
A Must Have for ALL WOMEN!Review Date: 2000-05-31
Sound advice that passes the test of time. Easy to read and thought provoking as well as comforting and inspiring.
Used price: $14.90

Her story is presented with her sharp-eyed criticismReview Date: 2004-10-30
Work and MadnessReview Date: 2006-10-04
A social worker, teacher, and community activist, Diana Ralph takes on contemporary community mental health systems. In a meticulously researched and highly readable work, the growth and change in the definition and treatment of mental health disorders is subjected to a concerned and scholarly scrutiny.
Ralph finds available theories, from the liberal to the Marxist to the radical antipsychiatry approaches, inadequate in accounting for these changes. Instead, she locates the ideological origins of community psychiatry within the tradition of industrial psychology, and is able to show how its operation is linked to the needs of contemporary industrial management in their efforts to diffuse dissatisfaction and alienation in the workplace.
--- from book's back cover
A Great Heart That Beat for FreedomReview Date: 2004-09-29
So said Louise Michel before the court passed sentence on her for participating in the rebellion that became the Paris Commune. The court did not execute her. Instead, it sent her into exile at the prison colony in New Caledonia 20,000 miles from Paris. Even there Michel advocated for the indigenous people of the island (the Kanaks) in their struggle against the French occupiers.
Michel was dubbed the "Red Virgin": "red" because she was an anarchist and "virgin" because her sexual orientation was unclear (as if this mattered) and because she was unattractive. I don't see it. She had a great and beautiful spirit, and I have fallen in love with her.
Ocean Press is to be commended for providing a good introduction to the person of Louise Michel and the times that stirred her and she helped to shape. Through the writings of such notables as Bakunin, Kropotkin, Marx, Engles, Lenin, Emma Goldman, Howard Zinn, the editor's introduction (Nic Maclellan) and Michels herself, we learn about her mixed proletarian and bourgeoisie background, her undying devotion to her mother, her days as a school teacher, her militancy and leadership role during the Paris Commune, her exile in New Caledonia, her return to Paris and her prescient feminism. All in a mere 115 pages. It is quite a feat.
A unique resource. Review Date: 2005-01-03
MACLELLAN, Nic (ed): Louise Michel (Rebel Lives) Ocean Books.
Louise Michel. a relatively unknown figure outside of her native France, was an activist, an anarchist, and a fighter against racism who is known principally for her role in the short-lived French Commune in the spring of 1871.
A local rebellion, the Paris Commune was a reaction against the provisional government set up by the French after the defeat of Napoleon III by the Prussian armies in the Franco-Prussian War. Michel, a schoolteacher who had read widely in political theory, was fully embroiled in this brief moment of revolutionary ferment, organizing meetings, writing tracts, speaking, and even firing her gun as a fighter in the ranks.
Deported to New Caledonia at the fall of the Commune. she continued to write; and alone among her fellow deportees, championed the native Kanaks, a local tribe that attempted to rebel against French colonial rule. Back in France, she continued to live as she believed, travelling and speaking for the radical and anarchist causes she promoted.
What makes the Rebel Lives series valuable is its presentation of primary source material once the historical background has been carefully laid out in an introduction. Not only are excerpts from Michel's autobiography and letters included, but also brief pieces taken from the works of Engels and Marx writing on the Commune as well as short citations from many others, including Lenin, Emma Goldman (who calls Michel "a complete woman"), and Howard Zinn. Selected reading lists contain books and Web sites in both French and English. A unique resource.
Patricia Moore. Brookline, MA


Back in good formReview Date: 2008-12-02
The World According to BertieReview Date: 2008-12-02
Not just about BertieReview Date: 2008-11-30
I loved this book! It is far and away the best in the series so far. To begin with, the book, at 343 pages, is long enough to allow for deeper development of the characters. The plots have a time to work themselves out. Every character gets full play. And there are some interesting plots and surprises this time around.
There are some funny moments which actually had me laughing out loud. But, there is also a lot thoughtfulness that went into this book as well. There are many gentle lessons the author shares with us. He laments all the killing that goes on in the world. He wishes for more human kindness. He asks us to see the world through the eyes of a child like Bertie.
At one point, while discussing the theme of kindness, Domenica offers Angus this quote from Auden:
"If equal affection cannot be
Let the more loving one be me."
McCall Smith suggests that this sentiment is precisely what we all need in life to guide us.
This is really a wonderful book, with both an entertaining story and words of wisdom to ponder. Highly recommended!
Perpetually Six, Bertie Shows More Maturity Than the Adults Review Date: 2008-11-23
There's no doubt about it, Bertie Pollock makes this series work. He is the young (perpetually six so far), and blameless, example of what we all aspire to be . . . honest, fair, serious, humble, and considerate. Bertie has a problem (and we have a source of humor) in Bertie's mum, Irene, who wishes to make Bertie into a PC version of what a 21st century boy should be . . . despite Bertie's preferences and instincts to the contrary. As a result, Bertie's bedroom is painted pink, his mother encourages him to play with girls rather than boys, he takes Italian, saxophone, and yoga lessons, and he sees a psychotherapist. Irene also organizes his life . . . over much.
In this book, Irene decides that she wants to encourage Bertie to play with Olive, his nemesis at school. The consequences reverberate throughout the book.
In addition, Bertie's little brother, Ulysses, is someone Irene wants Bertie to have a close relationships with. Bertie finds an unexpected surprise while changing Ulysses' diapers that reveal fundamental flaws in his parents.
Bertie also has questions about the birds and the bees . . . but not the ones you expect.
Another major theme in the book is the genuine concern that the painter Angus Lordie has for his dog, Cyril, who faces legal proceedings for biting. You'll notice that no one in the novel cares for another human being nearly as much.
Big Lou's boyfriend is tied up in a Jacobite group and is devoted to Bonnie Prince Charlie.
After flaming out in London, Bruce is back and quickly puts the touch on an adoring young woman. Pat notices him . . . and finds she still feels excited.
Domenica is finding it very annoying to have her friend Antonia living across the hall. Antonia learns to communicate with her Polish builder in ways she hadn't expected.
Matthew still drinks a lot of coffee and feels like he needs to make changes in his romantic life. He also develops a bit of whimsy when it comes to modern art.
For me, the parts where neither Bertie nor Angus were present didn't work nearly as well. Without a lot of those two, this would have been a four-star book. The humor was aimed in more directions than usual . . . and touched on some very sensitive (and thus, very funny) topics that I didn't expect to find in the book. Two of the scenes involving Irene are ones that I'll laugh about for the rest of my life.
Enjoy!
"Bertie wanted...to be the average boy, but he knew that this would forever be beyond his reach--[because of] his mother."Review Date: 2008-11-11
Little Bertie Pollock, six years old, "just wants to be normal." Forced by his domineering mother Irene to go to advanced music classes, yoga, and psychotherapy once a week, he cannot be a rough-and-tumble boy. Irene has even enlisted his help when she pumps breast milk for the baby. In the past Bertie has found some comfort from Cyril, a dog with one gold tooth, who belongs to Angus Lordie, a painter who lives in the building, but Cyril is in the pound, and Angus is in the midst of legal proceedings to reclaim him.
Other characters at 44 Scotland Street and its neighborhood are also dealing with problems. Matthew, a quiet young man who runs an art gallery, hopes that Pat, who works in his gallery, will become more fond of him--and that he will become more fond of her--given enough time. Bruce, a devastatingly handsome narcissist with few financial resources, takes advantage of Julia by moving in with her. Big Lou Brown, who runs the local coffee shop, falls in love with a construction worker who wants to return the Stuarts to the throne, and Antonia, who has previously rented Dominica's flat, buys her own place in the building and finds new "love."
McCall Smith's "ordinary" characters with almost-ordinary problems are just absurd enough to keep the reader interested in their lives while remaining just "normal" enough that the reader can smile in recognition at their folly. Far too gentle to be considered a satirist, McCall Smith nevertheless pokes fun at Edinburgh life--the clubs, intellectual pretensions, and social activities--placing his characters in the context of the city and using irony to give their problems perspective and humor. Occasionally, he shares wry asides with the reader so subtly they feel like "throwaways." A guest at the home of an art "connoisseur" suggests, for example, that "Perhaps there are minimalist things here already--it's just that we can't see them."
Ultimately, the characters' domestic problems are resolved--for now--and the reader is left to reflect on the comfortable "old-shoeness" of McCall Smith's novels with their gentle good humor. As one resident of 44 Scotland Street says, "Every so often, in a moment of insight that can be very nearly mystical in its intensity, we see others...in a way which makes us want to cherish them as joint pilgrims on a perilous journey." McCall Smith's characters feel like joint pilgrims with the reader. n Mary Whipple
Tea Time for the Traditionally Built: The New No. 1 Ladies' Detective Agency Novel, due April, 2009.
The Miracle at Speedy Motors, 2008.
Portuguese Irregular Verbs, first of the Dr. von Igelfeld Entertainments, 2003
The Comforts of a Muddy Saturday: An Isabel Dalhousie Novel, 2008
Love Over Scotland (44 Scotland Street), 2006

Used price: $7.89

Great travel literature...and moreReview Date: 2005-03-07
Not only is Carolyn Steele's story about her experience moving from England to Canada (with kid in tow), it is largely set in the city I live in. Seeing my community through a visitor's eyes made for a fascinating read full of hilarity. And I mean that. Steele's writing is hysterically funny - I found myself laughing out loud on many occasions. But the book is more than that: it is an endearing story of a single mother and her child trying to find their place in the world and the challenges they face in the process, the characters they meet, and their adventures around each corner. Seeing Canada from the perspective of an "outsider" was refreshing and helped me to gain a "re-appreciation" of the great country I live in and that Steele now calls home. An added glossary of terms at the back of the book is helpful to translate Steele's "Brit-speak" into Canadian English.
Overall, this is an excellent book that I would recommend to anyone, especially those who are looking to explore a new genre of literature. I am really looking forward to the second installment!
A delightful look at Canada from a British ex-patReview Date: 2004-12-27
Carolyn's book provides a fascinating insight into Canada and a little bit of its history from the point of view of a British born woman and her son coming to the country for the first time. It chronicles her encounter with a culture that is alternatively both comfortingly familiar and also refreshingly modern which, in itself, summarises Canada's complex relationship with both Britain and the USA. The Canadians that she encounters come across as cheerful and patiently willing to both induct and tolerate this newcomer and her exuberant and inquisitive 9 year old son.
The book is based on a series of articles that Carolyn wrote for the British Mensa magazine over the period of a year. Carolyn originally moved to Ontario to care for an elderly lady suffering from Alzheimers, hence the title of the book. But despite the seriousness of the disease, her anecdotes telling of how she patiently coped and shepherded her new ward day in and day out are humorous and well written. However the book is more than that. In addition to a detailed look at life around Kitchener and Waterloo, Carolyn takes us on a brief trip to British Columbia for an observation of how, despite being part of the same country, the culture shifts as subtly as the vast geography of the land.
This book is heartily recommended for anyone who wants to understand Canada, its people and its culture. I give the book five stars!
a voyage of courage and hilarityReview Date: 2004-12-27
This book charts the ups and downs of relocating to a new continent. I was moved by the courage of the author and the upbeat manner in which she faced every hurdle along the way. It is the candid and witty manner in which she writes about coping with a new life that makes Carolyn Steele's book so entertaining.
Hopefully you'll enjoy the journey with her as much as I have.
I'm looking forward to reading about her next adventures.
A fantastic voyage of courage and hilarityReview Date: 2004-12-27
This book charts the ups and downs of relocating to a new continent. I was moved by the courage of the author and the upbeat manner in which she faced every hurdle along the way. It is the candid and witty manner in which she writes about coping with a new life that makes Carolyn Steele's book so entertaining.
Hopefully you'll enjoy the journey
with her as much as I have.
I'm looking forward to reading about her next adventures.

Used price: $1.10

2007 North American Coins & Prices: A Guide to U.s., Canadian And Mexican Coins (North American Coins and Prices) Review Date: 2008-05-05
I would recommend this book to beginners and long term collectors a like if they are buying Canadian or Mexican coins. I have several other world coin books and this book provides more useful information and is easy to follow.
I just finished a US modern commemorative collection and I wish I had had this book when I was buying coins for that. The pricing of the coins in this set aren't correct in this book but the other information is valuable.
Atention: mexican coins information upgradedReview Date: 2007-05-14
If you had an older edition or you are interested in mexican coins, you should buy this book.
Crossing the borderReview Date: 2007-01-05


A Home RunReview Date: 2003-04-14
Forewarned Is ForearmedReview Date: 2003-06-05
According to Canada, the most successful salespeople, sales teams, and sales organizations are guided and informed by six principles: Focus outside, get the most out of the best people, train effectively, create value, offer feedback and create opportunities for learning, and use the Internet and databases effectively. He illustrates each of these six by identifying and then examining 24 different sales traps, each of which violates one or more of the principles. He then explains how to avoid them. For example:
Sales Trap #6: Either Sales People Have It or They Don't
Action Points: Be patient, Give constructive feedback, and give consistent feedback that doesn't exclude anyone.
Sales Truth #6: Sales people are developed [in italics], not born [also in italics]
Canada uses this same format for the other sales traps, devoting a separate chapter to each of the 24. He provides brief annotations with each Action Point throughout the book and also inserts observations, suggestions, and examples so as to create a context for each combination of Sales Trap/Action Points/Sales Truth. He concludes with an Epilogue in which he shares his thoughts about the next generation of performance change programs, suggesting that there are two unique points that should be carefully considered when devising a program by which to move sales performance and sales results to the next level. First, performance change programs must incorporate a customer survey that is customized for the program, and performance change programs should also examine the success factors from the customer's perspective." Although Canada does not italicize the last four words, I would. "Second, the program must incorporate into each case study the 'best practices' of your top salespeople. In other words, we must leverage the insights of an organization's best people in order to help others within the company." I could not agree more, presuming to add that the aforementioned "best practices" would also be of substantial to those not directly involved in sales (e.g. receptionists, telephone operators, CSRs, accounting) who also have direct and frequent contact with customers.
After reviewing the 24, many readers will probably have a few sales traps to add to the list. Perhaps if enough readers share them with Canada (he is a member of the marketing faculty at the Kelley School of Business, Indiana University), he will accumulate enough new material for another book. My own rather extensive experience in sales and sales training suggests these troublemakers:
MISTAKE A: Negotiating Against Yourself (i.e. assuming what a customer can and cannot afford)
TRUTH A: Let the customer say "No."
MISTAKE B: Constantly "Cultivate" Customers
TRUTH B: Contact a customer only when there is a legitimate reason to do so.
MISTAKE C: Ask Lots of Questions
TRUTH C: Do your homework. Lots of it. Request only the answers you cannot be expected to know already.
MISTAKE D: Closing Skills Are Most Important
TRUTH D: More often than not, so-called "closing skills" work best when used to pre-qualify a prospect.
Although this book will be of great value to relatively inexperienced salespeople, especially to those without the safety nets and air cover of an established sales organization, I also think it will be of substantial value to sales managers and to peak performers who can so easily become entrapped by what Jim O'Toole refers to as "the ideology of comfort and the tyranny of custom." Probably the worst sales trap of all is to continue to think and sell the same way, day after day, and then expect better results. Even the most experienced of salespeople should constantly be challenging their own assumptions, premises, etc. about sales...but seldom do. Canada's book can guide and inform such a re-evaluation.
Especially for organizations with limited resources and a small sales force, Canada's book can serve as the basis of an especially effective sales training program. Larger organizations can also use it as the focal point of a workshop. Obviously, those who understand what the 24 sales traps are and why they are so dangerous are most likely to avoid them.
Fantastic bookReview Date: 2002-01-10
Related Subjects:
More Pages: 1 2 3 4 5 6 7 8 9 10 11 12 13 14 15 16 17 18 19 20 21 22 23 24 25 26 27 28 29 30 31 32 33 34 35 36 37 38 39 40 41 42 43 44 45 46 47 48 49 50 51 52 53 54 55 56 57 58 59 60 61 62 63 64 65 66 67 68 69 70 71 72 73 74 75 76 77 78 79 80 81 82 83 84 85 86 87 88 89 90 91 92 93 94 95 96 97 98 99 100 101 102 103 104 105 106 107 108 109 110 111 112 113 114 115 116 117 118 119 120 121 122 123 124 125 126 127 128 129 130 131 132 133 134 135 136 137 138 139 140 141 142 143 144 145 146 147 148 149 150 151 152 153 154 155 156 157 158 159 160 161 162 163 164 165 166 167 168 169 170 171 172 173 174 175 176 177 178 179 180 181 182 183 184 185 186 187 188 189 190 191 192 193 194 195 196 197 198 199 200 201 202 203 204 205 206 207 208 209 210 211 212 213 214 215 216 217 218 219 220 221 222 223 224 225 226 227 228 229 230 231 232 233 234 235 236 237 238 239 240 241 242 243 244 245 246 247 248 249 250