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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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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Book Description AMACOM, 1992. Mass Market Paperback. Book Condition: New. Never used!. Bookseller Inventory # P110814478107
Book Description AMACOM. MASS MARKET PAPERBACK. Book Condition: New. 0814478107 New Condition. Bookseller Inventory # NEW7.1341077