A familiar but wide-ranging guide to applying Carnegie’s up-close-and-personal principles to selling.
A short but intensive overview of sales principles.
Why another book on sales? The latest volume credited to Dale Carnegie & Associates (Listen!, 2018, etc.) answers this bedrock question up front: “Everything else on the market came after Dale Carnegie,” the famed author of the 1936 bestseller How To Win Friends and Influence People, they write, “and much of it is derived from his work.” Several takeaways from this book, they stress, extend beyond the world of business—such as the importance of becoming a better storyteller, increasing one’s confidence, and learning how to handle negative criticism. Indeed, the core of the work is an elaboration on Carnegie’s “30 principles,” which will be familiar to readers of How To Win Friends, such as “begin in a friendly way,” “let the other person do a great deal of the talking,” or “if you are wrong, admit it quickly and emphatically.” It’s an intensely human approach to business and to personal interaction in general. That said, the book also discusses many specific aspects of the sales world, as well, from conferences to networking to cold-calling techniques, but in all cases, the advice focuses on personal connection: “Get out and go to where your customers are,” the authors say. “Wherever your people congregate, go there and talk to them.” The book is aware of the latest advances in email and automation, but it steadfastly and repeatedly emphasizes that the sales game is still about conversational skills, offering plenty of clear examples and testimonials to further underscore this point. In the end, much of the advice here may seem obvious to many, but some readers are sure to find it invaluable, as when the book coaches businesspeople on how not to bungle a potentially valuable referral or how to set up an appointment with a prospective customer—and how not to do so.
A familiar but wide-ranging guide to applying Carnegie’s up-close-and-personal principles to selling.Pub Date: Oct. 22, 2019
ISBN: 978-1-72251-010-7
Page Count: 256
Publisher: G&D Media
Review Posted Online: Dec. 11, 2019
Review Program: Kirkus Indie
A welcome contribution from a newcomer who provides both a different view and balance in addressing one of the country's...
A fresh, provocative analysis of the debate on education and employment.
Up-and-coming economist Moretti (Economics/Univ. of California, Berkeley) takes issue with the “[w]idespread misconception…that the problem of inequality in the United States is all about the gap between the top one percent and the remaining 99 percent.” The most important aspect of inequality today, he writes, is the widening gap between the 45 million workers with college degrees and the 80 million without—a difference he claims affects every area of peoples' lives. The college-educated part of the population underpins the growth of America's economy of innovation in life sciences, information technology, media and other areas of globally leading research work. Moretti studies the relationship among geographic concentration, innovation and workplace education levels to identify the direct and indirect benefits. He shows that this clustering favors the promotion of self-feeding processes of growth, directly affecting wage levels, both in the innovative industries as well as the sectors that service them. Indirect benefits also accrue from knowledge and other spillovers, which accompany clustering in innovation hubs. Moretti presents research-based evidence supporting his view that the public and private economic benefits of education and research are such that increased federal subsidies would more than pay for themselves. The author fears the development of geographic segregation and Balkanization along education lines if these issues of long-term economic benefits are left inadequately addressed.
A welcome contribution from a newcomer who provides both a different view and balance in addressing one of the country's more profound problems.Pub Date: May 5, 2012
ISBN: 978-0-547-75011-8
Page Count: 304
Publisher: Houghton Mifflin Harcourt
Review Posted Online: April 3, 2012
Kirkus Reviews Issue: April 15, 2012
An informative and creatively multilayered Google guidebook from the businessman’s perspective.
Two distinguished technology executives share the methodology behind what made Google a global business leader.
Former Google CEO Schmidt (co-author: The New Digital Age: Reshaping the Future of People, Nations and Business, 2013) and former senior vice president of products Rosenberg share accumulated wisdom and business acumen from their early careers in technology, then later as management at the Internet search giant. Though little is particularly revelatory or unexpected, the companywide processes that have made Google a household name remain timely and relevant within today’s digitized culture. After several months at Google, the authors found it necessary to retool their management strategies by emphasizing employee culture, codifying company values, and rethinking the way staff is internally positioned in order to best compliment their efforts and potential. Their text places “Googlers” front and center as they adopted the business systems first implemented by Google founders Larry Page and Sergey Brin, who stressed the importance of company-wide open communication. Schmidt and Rosenberg discuss the value of technological insights, Google’s effective “growth mindset” hiring practices, staff meeting maximization, email tips, and the company’s effective solutions to branding competition and product development complications. They also offer a condensed, two-page strategy checklist that serves as an apt blueprint for managers. At times, statements leak into self-congratulatory territory, as when Schmidt and Rosenberg insinuate that a majority of business plans are flawed and that the Google model is superior. Analogies focused on corporate retention and methods of maximizing Google’s historically impressive culture of “smart creatives” reflect the firm’s legacy of spinning intellect and creativity into Internet gold. The authors also demarcate legendary application missteps like “Wave” and “Buzz” while applauding the independent thinkers responsible for catapulting the company into the upper echelons of technological innovation.
An informative and creatively multilayered Google guidebook from the businessman’s perspective.Pub Date: Sept. 23, 2014
ISBN: 978-1455582341
Page Count: 320
Publisher: Business Plus/Grand Central
Review Posted Online: July 21, 2014
Kirkus Reviews Issue: Aug. 15, 2014
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