The Quadrant Solution: A Business Novel That Solves the Mystery of Sales Success

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9780814478103: The Quadrant Solution: A Business Novel That Solves the Mystery of Sales Success

David Kepler, thrust into responsibility for a national sales force, develops a new company-saving business approach, in a novel showing business readers how to apply that approach to their own sales and marketing dilemmas

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From Publishers Weekly:

A sales and marketing manual thinly veined as fiction, this fast-paced "business novel" brings to life the market quadrant concept developed by the H. R. Chally Group, a sales and customer assessment firm of which coauthor Stevens is chairman. Matching a salesperson's selling style, personality and knowledge to customers' needs is the gist of the quadrant theory, a tool applied by idealistic, upright hero David Kepler, the acting marketing chief at a Chicago electronics/computer firm where sales are sluggish despite superior product. Two plot devices--a potential romantic interest with a regional sales manager, and a conflict between Kepler and his glib, lunkheaded boss, who goes on medical leave but later returns--leaven the didactic story. Sales personnel will readily identify with the situations and characters presented. This savvy handbook affords readers the sensation of eavesdropping on high-level decision-making and infighting in the same vein as Cox's previous business novels, Zapp and The Goal.
Copyright 1990 Reed Business Information, Inc.

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Stevens, Howard, Cox, Jeff
Published by AMACOM (1992)
ISBN 10: 0814478107 ISBN 13: 9780814478103
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Stevens, Howard; Cox, Jeff
Published by AMACOM
ISBN 10: 0814478107 ISBN 13: 9780814478103
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