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Stop Selling and Start Leading H 224 p. 18

Kouzes, James M., Posner, Barry Z., Calvert, Deb 　著

在庫状況海外在庫有り	お届け予定日 20日間	数量冊
価格 \5,098（税込）

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発行年月	2018年05月
出版社／提供元	John Wiley & Sons, Inc.
出版国	アメリカ合衆国
言語	英語
媒体	冊子
装丁	hardcover
ページ数／巻数	224 p.
ジャンル	洋書／社会科学／経営学／経営組織
ISBN	9781119446286
商品コード	1025224809
本の性格	実務向け/一般書
新刊案内掲載月	2018年01月
商品URL	https://kw.maruzen.co.jp/ims/itemDetail.html?itmCd=1025224809

内容

PRAISE FOR STOP SELLING & START LEADING "Instead of reinforcing typical selling behaviors, this terrific book focuses on leadership qualities and a values–based approach that will delight your customers and enliven your sense of purpose." Daniel H. Pink, author of To Sell is Human and When "Modern selling must center around transparency, integrity, and true customer focus. Stop Selling & Start Leading presents a proven approach toward this new age of selling." Mark Roberge, senior lecturer at Harvard Business School "Backed by detailed research, Stop Selling & Start Leading shows the right way to win business: cultivating long–term client relationships built on authority, mutual respect, and trust. This essential playbook will transform your approach to sales." Dorie Clark, author and adjunct professor, Duke University's Fuqua School of Business "Top sellers turn failures into opportunities, obstacles into challenges, and possibilities into realities. Stop Selling & Start Leading is filled with fresh research and strategies to help sellers transform this success mindset into daily behaviorsand ultimately, close more deals." Jill Konrath, author of More Sales, Less Time and SNAP Selling "Stop Selling & Start Leading is critical reading for those who want to sell effectively in the future and a book that was desperately needed. If you aspire to be a peer and a trusted advisor, there is simply no better blueprint available to you. Read this with a great sense of urgency." Anthony Iannarino, author, The Only Sales Guide You'll Ever Need and The Lost Art of Closing FEEL GOOD ABOUT SELLING AGAIN AND MAKE EXTRAORDINARY SALES Stop Selling & Start Leading reveals how you can adopt The Five Practices of Exemplary Leadership® to become an extraordinary seller. You'll learn from research with buyers and stories from sellers about how and why this critical behavioral shift will boost your sales effectiveness. And you'll discover a whole new way of thinking about selling as you step into your full potential as a seller who leads buyers to exciting new heights.

INTRODUCTION: HOW YOU MAKE EXTRAORDINARY SALES HAPPEN 1 WHAT IF SELLERS BEHAVED AS LEADERS? 7 CHAPTER ONE: WHEN SELLERS ARE AT THEIR BEST 9 Redefining the B2B Buyer Experience 10 More of the Same Behaviors Results in More of the Same Reactions 10 Something Different, but What? 10 Lessons from the B2C Customer Experience 13 Meeting the Preferences of Today’s Buyers 14 Research Provides a Behavioral Blueprint 15 Findings and Implications 16 The Five Practices of Exemplary Leadership 17 Model the Way 18 Inspire a Shared Vision 19 Challenge the Process 20 Enable Others to Act 20 Encourage the Heart 21 It’s Time for Real Change 22 CHAPTER TWO: CREDIBILITY IS THE FOUNDATION OF BOTH LEADERSHIP AND MAKING THE SALE 23 Stereotypical Sales Behaviors Diminish Seller Credibility 24 Credibility Makes a Difference 25 The Prescription for Strengthening Your Personal Credibility 28 PRACTICE 1: MODEL THE WAY 31 CHAPTER THREE: CLARIFY VALUES 33 Find Your Voice 34 Affirm Shared Values 38 Take Action: Clarify Values 44 CHAPTER FOUR: SET THE EXAMPLE 45 Live the Shared Values 47 Teach Others to Model the Values 52 Take Action: Set the Example 57 PRACTICE 2: INSPIRE A SHARED VISION 59 CHAPTER FIVE: ENVISION THE FUTURE 61 Imagine the Possibilities 63 Find a Common Purpose 68 Take Action: Envision the Future 72 CHAPTER SIX: ENLIST OTHERS 73 Appeal to Common Ideals 75 Animate the Vision 79 Take Action: Enlist Others 84 PRACTICE 3: CHALLENGE THE PROCESS 85 CHAPTER SEVEN: SEARCH FOR OPPORTUNITIES 87 Seize the Initiative 90 Exercise Outsight 93 Take Action: Search for Opportunities 99 CHAPTER EIGHT: EXPERIMENT AND TAKE RISKS 101 Generate Small Wins 103 Learn from Experience 107 Take Action: Experiment and Take Risks 112 PRACTICE 4: ENABLE OTHERS TO ACT 113 CHAPTER NINE: FOSTER COLLABORATION 115 Create a Climate of Trust 118 Facilitate Relationships 124 Take Action: Foster Collaboration 128 CHAPTER TEN: STRENGTHEN OTHERS 129 Develop Competence and Confidence 133 Take Action: Strengthen Others 139 PRACTICE 5: ENCOURAGE THE HEART 141 CHAPTER ELEVEN: RECOGNIZE CONTRIBUTIONS 143 Expect the Best 145 Personalize Recognition 150 Take Action: Recognize Contributions 155 CHAPTER TWELVE: CELEBRATE THE VALUES AND VICTORIES 157 Create a Spirit of Community 160 Be Personally Involved 164 Take Action: Celebrate the Values and the Victories 169 CHAPTER THIRTEEN: LEADERSHIP IS EVERYONE’S BUSINESS 171 SOURCES AND NOTES 179 Introduction: How You Make Extraordinary Sales Happen 179 Chapter 1: When Sellers Are at Their Best 179 Chapter 2: Credibility Is the Foundation of Both Leadership and Making the Sale 180 Chapter 3: Clarify Values 181 Chapter 4: Set the Example 181 Chapter 5: Envision the Future 182 Chapter 6: Enlist Others 182 Chapter 7: Search for Opportunities 183 Chapter 8: Experiment and Take Risks 183 Chapter 9: Foster Collaboration 184 Chapter 10: Strengthen Others 185 Chapter 11: Recognize Contributions 186 Chapter 12: Celebrate the Values and Victories 186 Chapter 13: Leadership Is Everyone’s Business 188 Acknowledgments 189 About the Authors 191 Index 197 

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