MAPMarket Action Partners

                  Dallas (USA) - Tokyo - London

Go from Good to Better to Best...

　

B2B Selling

Recommended Books

　

You need to carefully distinguish between 'selling to consumers' and 'selling to businesses'.  The setting, methods, mentality, and marketing mix are quite different.  The books below all relate to selling to businesses - i.e. B2B selling.

　

Knowledge is a first step.  Using it is where you get results.  Using often isn't easy.

For help with the using, contact Dan Harris at MAP, dan.harris (at mark) mapjpn.com

　

Your own Mentality about Sales 　 　
Advanced Selling Strategies - chapters 1 to 5 　 Tracy, Brian.     Fireside / Simon & Schuster, New York, 1993
        Brian's comments on 'the psychology of selling' are an excellent foundation for everything else.
Personal Development 　 　
Maximum Achievement 　 Tracy, Brian.     Fireside, New York, 1980
How To Win Friends & Influence People 　 Carnegie, Dale.     Simon & Schuster, New York, 2006
The Seven Habits of Highly Effective People 　 Covey, Stephen.     Simon & Schuster, New York, 1996
You've Got to be Believed to be Heard 　 Decker, Bert.     St. Martin's Press, New York, 1999
You Are the Message 　 Ailes, Roger.     Doubleday, New York, 1997
The Core Sales Process 　 　
Customer Centric Selling 　 Bosworth, Michael & Holland, John  McGraw-Hill, New York, 2004
Solution Selling 　 Bosworth, Michael. Irwin Professional Publishing, New York, 1997
ソリュション　セリング 　    Japanese ed: transl by Kiyoshi Sumi. PHP, Tokyo, 1996
Solution Selling: Course workbook 　 Solution Selling, Inc / Sales Performance Int'l., 2002
Solution Selling: Course workbook in Japanese 　 　
　 　 Japanese ed from IBM Learning Systems, Tokyo
SPIN Selling 　 Rackham, Neil.     McGraw-Hill, New York, 1996
Target Account Selling  / Workbook provided with course
　 　 The TAS Group (formerly Siebel / Oracle).     www.thetasgroup.com, , 1996
       from Wilson Learning 　         workbook & courses in Japanese
Selling Microsoft 　 Dayton, Doug.     Adams Media, Holbrook, 1992
Consultative Selling 　 Hanan, Mack.     AMACOM, New York, 1993
Key Account Selling 　 Hanan, Mack.     AMACOM, New York, 1993
The Accidental Salesperson 　 Lytle, Chris.     AMACOM, New York, 1996
How Winners Sell 　 Stein, Dave.     Dearborn Trade Publishing, Chicago
You Can't Teach a Kid to Ride a Bike at a Seminar
　 　 Sandler, David.  Bay Head Publishing, 2000
 The New Strategic Selling 　 Miller, Robert & Heiman, Stephen.  Business Plus, 2005
法人ホウジン営業エイギョウバイブル 　 大塚オオツカ寿ヒサシ＆井坂イサカ智博トモヒロ。　PHP,東京トウキョウ、2006
法人ホウジン営業エイギョウのすべてがわかる本ホン 　 高城タカギ幸司コウジ。JMAM,東京トウキョウ、2006
ソリューション営業エイギョウ実践ジッセンテキスト 　 飯田イイダ一彦カズヒコ＆山崎ヤマザキ恵司ケイジ。日本ニホンコンサルタントグループ、2006
法人ホウジン営業エイギョウのすすめ 　 野呂ノロ良材リョウザイ。　経済界ケイザイカイ、東京トウキョウ、2006
提案テイアン営業エイギョウ 　 飯塚イイツカ藤雄フジオ。　日本ニホン実業ジツギョウ出版社シュッパンシャ、東京トウキョウ、2002
提案テイアン営業エイギョウ成功セイコウの極キョク意イ 　 和田ワダ創ソウ。　　日本ニホン実業ジツギョウ出版社シュッパンシャ、東京トウキョウ、2001
ソリューション営業エイギョウ基本キホン戦略センリャク 　 高橋タカハシ勝浩カツヒロ。　ダイヤモンド社シャ、東京トウキョウ、2005
Lead Generation / Overall 　 　
Lead Generation for the Complex Sale 　 Carroll, Brian.     McGraw-Hill, New York, 2006
Selling Against the Goal 　 Lee, Kendra.     Dearborn Trade Publishing, Chicago, 2005
Book Yourself Solid 　 Port, Michael.     John Wiley & Sons, New York, 1998
How to Work a Room 　 RoAne, Susan. Shapolsky, New York, 1988
新規シンキ顧客コキャクの見ミつけ方カタ・落オとし方カタ 　 平松ヒラマツ陽一ヨウイチ。　かんき出版シュッパン、東京トウキョウ、1997
Lead Generation: "Cold Calling" 　 　
   A major schism exists about 'cold calling'  Some swear by it, some swear at it.  Take your pick.
Complete Idiot's Guide to Cold Calling 　 Rosen, Keith                                                        Alpha Books (Penguin), New York, 2004
The Power to Get In 　 Boylan, Michael.     St. Martin's Griffin, New York, 1987
Stop Cold Calling Forever 　 Parinello, Anthony.     Entrepreneur Press, 2005
I'll Get Back to You 　 Shook, Robert, and Eric Yaverbaum.     McGraw-Hill, New York, 1996
How to Sell More in Less Time 　 Sobczak, Art.  Business by Phone, Omaha NE, 2001
Lead Generation: Referrals 　 　
Business by Referral 　 Misner, Ivan & Davis, Robert.     Bard Press, Austin TX, 1995
Never Eat Alone 　 Ferrazi, Keith.   Currency/Doubleday, New York, 2005
Creating a Million Dollar a Year Sales Income 　 McCord, Paul.  John Wiley & Sons, New York, 2007
Never Cold Call Again 　 Rumbauskas, Frank.  John Wiley & Sons, New York, 2006
76 Ways to Build a Straight Referral Business 　 Riley, Lorna.  Off-the-Chart Publications, Vista CA, 2001
Reaching & Meeting the Decision-Maker
Visionary Selling 　 Geraghty, Barbara     Simon & Schuster, New York, 1998
Value Forward Selling 　 DiModica, Paul.     Johnson & Hunter, , 2006
Getting to VITO 　 Parinello, Anthony.     John Wiley & Sons, New York, 1999
Selling to VITO 　 Parinello, Anthony.     Adams Media, Avon, 
       トップに売ウり込コむ最強サイキョウ交渉コウショウ術ジュツ 　       Japanese ed, transl by Yuko Sakurai:.     Shoeisha, Tokyo, 1995
Selling to the Top 　 Peoples, David.     John Wiley & Sons, New York, 1988
Questioning Techniques 　 　
Secrets of Question Based Selling 　 Freese, Thomas.     Sourcebooks, Napierville IL, 1995
Questions that Sell 　 Cherry, Paul.     AMACOM, New York, 1991
Specific Situations 　 　
Selling to Big Companies 　 Konrath, Jill.     Dearborn Trade Publishing, Chicago, 1993
ROI Selling 　 Nick, Micheal and Kurt Koenig.     Dearborn Trade Publishing, Chicago, 1991
Close the Deal 　 Deep, Sam and Lyle Sussman.     Perseus, Reading MA, 2004
Little Red Book of Sales Answers 　 Gitomer, Jeffrey.   Prentice Hall, Upper Saddle River NJ, 2005
        Jeffrey Gitomer has an excellent series of books, all titled "Little [a color] Book of ..."
10 Secrets of Time Management for Salespeople 　 Kahle, Dave.  Career Press, Franklin Lakes NJ, 2003
The 25 Most Common Sales Mistakes 　 Schiffman, Stephan    Adams Media Corp, Holbrook MA, 1995
Sales Management 　 　
The Ultimate Sales Machine 　 Holmes, Chet.  Portfolio (Penguin Group), New York, 2007
The Secrets of Great Sales Management 　 Simpkins, Robert   AMACOM, New York, 2004
 Solution Selling Sales Management (course) 　 Solution Selling, Inc / Sales Performance Int'l.,2004
         Workbook and job aids provided with the course
 Solution Selling Sales Management (course) 　 Japanese ed, from IBM Learning Systems, Tokyo, 2002
        Workbook and job aids in Japanese, provided with the course
Managing Major Sales 　 Rackham, Neil and Richard Ruff.     Harper Business, New York, 1984
ProActive Sales Management 　 Miller, William.     AMACOM, New York, 1998
Fundamentals of Sales Management 　 Schwartz, Matthew.     AMACOM, New York, 1996
Sales Coaching / Training 　 　
Sales Coaching 　 Richardson, Linda.     McGraw-Hill, New York, 1986
Selling is Everyone's Business 　 Johnson, Steve & Shaivitz, Adam.  John Wiley & Sons, New York, 2006
For Consulting, Professional, Technology Service Firms
Client Seduction, a step-by-step lead generation system
　 　 DeVries, Henry and Denise Bryson.     Authorhouse, Bloomington IN, 2006
Millon Dollar Consulting 　 Weiss, Alan.     McGraw-Hill, New York, 2002
How to Acquire Clients 　 Weiss, Alan.     Jossey-Bass/Pfeiffer, San Francisco, 1987
Guerrilla Marketing for Consultants 　 Levinson, Jay and Michael McLaughlin.     John Wiley & Sons, New York, 1986
Marketing 　 　
       Be careful to distinguish between consumer marketing and corporate/B2B marketing!
Crossing the Chasm 　 Moore, Geoffrey.     Harper Business, New York, 2004
Guerrilla Marketing 　 Levinson, Jay.  Houghton Mifflin, New York, 2007
Guerrilla Publicity 　 Levinson, Jay et al     Adams Media Corp., Avon MA, 2002
Getting Business to Come to You 　 Edwards, Paul & Sarah & Douglas, Laura.  Tarcher/Putnam, New York, 1998
Selling the Invisible 　 Beckwith, Harry.     Warner Books, New York, 1994
The Marketing Imagination 　 Levitt, Theodore.     The Free Press, New York, 2000
Relationship Marketing 　 McKenna, Regis.     Addison-Wesley, Reading MA, 1986
Inside the Tornado 　 Moore, Geoffrey.     Harper Business, New York, 1991
Positioning: The Battle for Your Mind 　 Ries, Al and Jack Trout.     Warner Books, New York, 1997
Marketing Warfare 　 Ries, Al and Jack Trout.     McGraw-Hill, New York, 2006
Start-ups 　 　
Start It, Sell It & Make a Mint 　 Duran, Joe John.  John Wiley & Sons, New York, 2004
Management and Leadership 　 　
On Becoming a Leader 　 Bennis, Warrent.     Addison-Wesley, Reading MA, 1993
The One Minute Manager 　 Blanchard, Kenneth and Spencer Johnson.     Berkley, New York, 1995
Thirteen Fatal Errors Managers Make and How You Can Avoid Them
　 　 Brown, Steven.     Berkley, New York, 1981
Principle Centered Leadership 　 Covey, Stephen.     Summit Books, New York, 1990
High Output Management 　 Grover, Andrew.     Random House, New York, 1995
Understanding Organizations 　 Handy, Charles.     Oxford University Press, Oxford, 1985
The Situational Leader 　 Hersey, Dr Paul.     Warner Books, New York, 1990
Jungle Rules 　 Imlay, John.     Penguin Books, New York, 
The 80/20 Principle 　 Koch, Richard.     Nicholas Brealey Publishing, London, 2006
Power and Influence 　 Kotter, John.     The Free Press, New York, 2005
Managing the Professional Service Firm 　 Maister, David.     The Free Press, New York, 1989
　 　 　
Managing Management Time 　 Oncken, William.     Prentice-Hall, Englewood Cliffs NJ, 2004
Managing with Power 　 Pfeffer, Jeffrey.     Harvard Business School Press, Boston MA, 1981
Strategy 　 　
The Mind of the Strategist 　 Ohmae, Kenichi.     McGraw-Hill, New York, 1984
Competitive Advantage 　 Porter, Michael.     Simon & Schuster, New York, 1998
Competitive Strategy 　 Porter, Michael.     Simon & Schuster, New York, 1998
Top Management Strategy: What It Is and How To Make It Work
　 　 Tregoe, Benjamin and John Zimmerman.     Simon & Schuster, New York, 1996
Negotiating 　 　
Getting to Yes 　 Fisher, Roger and William Ury.     Viking Penguin, New York, 2003
Quality 　 　
Thriving on Chaos 　 Peters, Tom.     Alfred A. Knopf, New York, 1996
Politics 　 　
Swim with the Sharks (Without Being Eaten Alive) 　 　
　 　 Mackay, Harvey.     Fawcett, , 1999
Dig Your Well Before You're Thirsty 　 Mackay, Harvey.     Doubleday, , 1993
Hardball: How Politics Is Played - Told by One who Knows the Game
　 　 Mathews, Christopher.     Perennial Library, New York, 1998
What They Don't Teach You at Harvard Business School
　 　 McCormack, Mark.     Bantam Books, New York, 1993

　
　 　
MAP / Market Action Partners                  Dallas (USA) - Tokyo - London

    Email dan.harris (at mark) mapjpn.com     Dan Harris, principal

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