Sales theories come and sales theories go, but nothing beats learning from the original masters. The Giants of Sales introduces readers to the techniques developed by four legendary sales giants, and offers concrete examples of how they still work in the 21st century. The book reveals how:* In his quest to sell a brand new product known as the cash register, John Henry Patterson came up with a repeatable sales process tailor-made for his own sales force* Dale Carnegie taught people how to win friends and influence customers with powerful methods that still work* Joe Girard, listed by Guinness as the world’s greatest salesman, didn’t just sell cars, he sold relationships...and developed a successful referral business* Elmer Wheeler discovered fundamental truths about persuasion by testing thousands of sales pitches on millions of people, and achieved great success in the middle of the Great DepressionPart history and part how-to, The Giants of Sales gives readers practical, real-world techniques based on the time-tested wisdom of true sales masters.
During the last decade, the library profession has been confronted by a serious problem. More than 15 accredited graduate library schools in the United States have closed, including distinguished programs at the University of Chicago, the University of Southern California, and Columbia University. This book explores the causes of these closures and examines the impact of library school closings on the library profession, higher education, and American society.