Bøker av Ed Shane

Ed Shane here traces a change in the American pervasive mass media that once disseminated information quickly and stimulated mass cultural response, to a "de-massified" individual media that incubate a new electronic narcissicism, producing an inwardly-focused society.

Using interviews with industry leaders and reports of their selling experiences, this book shares insight and practical advice in the basics of selling: prospecting; qualifying; needs analysis; presentations; answering objections; closing; and, relationship management.