Except where noted, items are available for one (1) week check-out to U. A. Sales students from 1:00 to 5:00 pm, Monday thru Friday, in CBA 309.
Please consider making a tax-deductible donation by sending your sales training materials to the Sales Education Learning Library, Fisher Institute for Professional Selling, 259 South Broadway Street #309, The University of Akron, Akron, OH 44325-4804.
Thank you!!!
The Acorn Principle, Cathcart Institute, 1996. Jim Cathcart presents an integrated system for life-long growth and learning.
Tape 1 Side A--Overview: Finding your natural path for growth.
Side B--Noetic Science: How do you know?
Tape 2 Side A--Rethinking Intelligence: What is your thinking style?
Side B--Multiple Intelligences: How are you smart?
Tape 3 Side A--The Seven Natural Values: What do you care about?
Side B--Optimum Velocity: Finding your zone.
Tape 4 Side A--Behavioral Style: How do you relate to others?
Side B--The Acorn Profile: Putting it all together.
Tape 5 Side A--Bureaucrats, Philosophers, Competitors and Masters.
Side B--Growing Your Inner Circle.
Tape 6 Side A--The Art of Living Fully.
Side B--Continuous Growth and the Thought Diet.
All Leadership Begins With Self-Leadership, (2003) [39 minutes]. A live presentation to the convention of Toastmasters International featuring speaker and author, Jim Cathcart
Balance Your Life, Tom Hopkins International, 1997. In this audio series, Tom Hopkins talks about how to achieve financial independence, emotional stability, physical fitness and spiritual fulfillment. In addition, Debbie Hopkins shares some insights on lifelong relationships.
Tape 1: Emotional Stability
Tape 2: Financial Independence
Tape 3: Physical Fitness
Tape 4: Spiritual Fulfillment
Tape 5: The ABC's for a Lifelong Relationship by Debbie Hopkins
The Blitz Call: A System for Fear Free Prospecting and Making Cold Calls, 1993. The Blitz Call, a book on tape program by Bill and Sue Truax, offers a whole new approach to prospecting. (2 complete audio tapes)
Boost Sales With A Powerful New Audio Program From Selling Power Magazine, Preview, Personal Selling Power Inc, 1998. This cassette contains a preview of Selling Power Live! It’s an exciting new audio program from Selling Power magazine. You’ll hear time tested selling skills, motivation tips and fascinating live interviews with V.P.’s of sales from Fortune 500 companies, leading sales consultants, best selling authors and motivation experts.
The Champion Membership Audio, Tom Hopkins International, 1996. Tom Hopkins once again shares pointers to success in this Premiere Issue.
Consultative Selling, American Management Association, 1993. In this audiocassette / workbook program by Mack Hanan, you will learn how to sell as a consultant rather than a vendor, develop sales-producing Profit Improvement Proposals (PIP), sell at high margins, in shorter cycle times, to high level customer decision maker, sell on your own initiative, without waiting for RFPs, and base price on the value of the profits you improve for the customer.
Developing Your Magnificent Mind, The Zig Ziglar Corporation, 1990 [40 minutes]. In this audio cassette, Zig Ziglar explains how what you put into your mind affects your performance and how to put information in your mind that will help you to succeed.
The Fine Art of Small Talk, CareerTrack Inc., 1996. This program featuring Debra Fine will help you come across as composed and self-assured when talking to people or entertaining clients at conventions, trade shows and other work-related functions; feel more at ease at parties, banquets, receptions and networking events; and engage anyone in conversation with poise and confidence.
Follow-Up and Turn Your Contacts into Contracts, Myers Barnes Associates, 1997. In this two audio cassette series, you will learn: 21 strategies to provide you with the skills to pro-actively follow-up on a sale from the time you obtain your lead through the entire buying process, how to establish control, how to qualify leads, how to get additional business, and more!
Bill Gove, Gove-Siebold Group, XXXX. This three-tape series features Bill Gove, 1989 winner of the "Distinguished Speaker of the Year" Award presented at the Sales and Marketing International Convention in Orlando - June, 1989. Tapes in this series include:
Tape 1: You are Abundant
Tape 2: Hang in Tough
Tape 3: Whatever Sets You Free
Grow Wings & Fly: Keys to Motivational Skills, The Nierenberg Group, 1998 [40 minutes]. How can you have more joy and personal growth, while learning to "fly over" disappointments in life? By using motivational techniques that inspire you to take action at work and at home. In this audiotape, Andrea Nierenberg presents the keys to: achieve personal goals, master the "10 survival skills", discover your hidden potential, provide the path to your passion, and control difficult situations.
Helping People Grow: How to Develop Top Performers, Cathcart Institute, 1994 [60 minutes]. Jim Cathcart talks about how to develop top performers in this audio cassette.
How to Stay Motivated, The Zig Ziglar Corporation, 1993. You're going to love every minute of this exciting new series as Zig shares his timeless truths and powerful principles to help you get to the top! This updated series offers a "21st century" perspective into Total Quality Management, Leadership, Personal Growth, Repositioning, and much more! Each volume contains six audio tapes.
Volume 1. Developing the Qualities of Success.
Audio titles include: (1) Planning, Preparing, and Expecting to Win, (2) Taking the First Step to a Brighter Future, (3) Motivation, the Key to Accomplishment, (4) Identifying the Qualities of Success, (5) Developing the Qualities of Success, and (6) Maintaining a Winning Attitude.
Volume 2. Changing the Picture.
Audio titles include: (1) Winners Respond - Not React, (2) Identifying and Correcting Image Problems, (3) Steps to a Healthy Self-Image, (4) Succeeding in a Negative, Cat-Kicking World , (5) Common Sense Human Relationships, and (6) Winning Relationships at Home and Work.
Volume 3. The Goals Program.
Audio titles include: (1) You and Your Goals Program, (2) The Specifics of Setting Goals, (3) Reaching Your Goals in Life, (4) Motivation + Information = Inspiration, (5) The Foundation for Greatness, and (6) Overcoming Adversity to Live Your Dreams.
Mastering the Art of Selling Seminar Review, Tom Hopkins International, 1997 [14 minutes] (3 copies). This audio cassette contains a review of Tom Hopkins' highly acclaimed one-day seminar along with added proven strategies to boost your selling career.
Pacesetter, The, The Brooks Group, XXXX. One full hour of powerful, practical ideas to help you sell better, faster and easier.
The Platform Mastery Workshop, November 6, 7, 8, 1998. This six-cassette workshop audio cassette series was recorded live at the Wyndham Garden Hotel - O'Hare in Chicago, Illinois.
The Professional Speaker: Speaking and Presentation Skills Sub-System, NASRI, 1997. This twelve-cassette audio series was created in a joint effort by Bill Brooks, author of High Impact Selling and Jim Cathcart, author of Relationship Selling. The following titles make up this Professional Speaker series:
Tape 1-2: What Meeting Planners Have the Right to Expect from a Professional Speaker
Tape 1-3: A Comprehensive Overview of the Speaking Industry
Tape 1-4: Speaking Industry¡¯s Hidden Formula for Long Term Success
Tape 2-2: How to Customize Any Presentation Painlessly
Tape 2-3: Principles of Storytelling and Humor
Tape 3-1: How to Become a Subject Matter Expert and Develop Topics that Sell
Tape 4-4: Audio-Visual Mechanics and Platform Presence
Tape 5-2: How to Build a Keynote that Gets a Standing Ovation
Tape 5-3: How to Deal with Hostile Audiences and Difficult People
Tape 7-4: The Future of the Speaking Industry
Tape 7-5: A Keynote by Jim Cathcart - Rethinking Yourself
Tape 7-6: A Keynote by Bill Brooks - High Impact Selling
Relationship Selling in a New Era with Jim Cathcart. (2003). This is the full live motivational
keynote speech delivered before over 3000 business owners at the MGM Grand Hotel in Las Vegas!
Inspiring ideas, hilarious humor, fascinating business strategies, and thought provoking
suggestions so that you can increase sales now!
Rethinking Yourself: Finding Your Natural Path for Growth, Cathcart Institute, 1994 [45 minutes]. In this audio cassette, Jim Cathcart stresses the importance of identifying your strengths to achieve the greatest growth.
The Science of Personal Achievement: The 17 Universal Principles of Success, Nightingale-Conant Corporation, 1992. You¡¯ve probably experienced fewer failures in life than these famous achievers. Surprising, but true. Each faced repeated setbacks. Yet each became enormously successful. How? Napoleon Hill devoted his life to studying this question, analyzing the success of more than 500 of the 20th Century's greatest achievers. His exhaustive research proved that the essence of success lies within 17 simple principles that, when used together, serve as an infallible formula for achievement. These 17 key principles are the foundation of The Science of Personal Achievement, a comprehensive course in success that empowers you to convert any adversity into advantage.
Selling Power -- Live! Preview, Personal Selling Power Inc., 1998. This cassette provides a preview of Selling Power -- Live!, the exciting new audio program from Selling Power magazine. You'll hear time-tested selling skills, motivation tips and fascinating live interviews with VPs of sales from Fortune 500 companies, leading sales consultants, best-selling authors and motivation experts.
Selling Power -- Live! Volume 1, Number 1, Selling Power Magazine, 1997. Celebrities share their ideas on how to succeed in sales. Includes George Foreman, Zig Ziglar, Keven Hogan, Michael Michalko, Jack Malcolm, Pam Lontos, Stephen Schiffman, Jeffrey Keller, Roger Dow, Ed Bradley, Mike Wallace, and Rick Phillips.
Selling Power -- Live! Volume 1, Number 2, Selling Power Magazine, 1997. Celebrities share their ideas on how to succeed in sales. Includes Andy Grove, Herb Kelleher, Spencer Christian, Pam Lontos, Rick Phillips, Rick Kirschner, Michael Brizz, Jeff Keller, Tom Reilly, and Steve Simms.
Selling Power - Live! Volume 3, Number 11, Personal Selling Power Inc., November 1999. Featured in this audio program are: BET¡¯s Bob Johnson: Creating a Media Giant; Selling Skills Workshop I: Group Presentations; Selling Skills Workshop II: The Six-Hat Salesperson; and Rick Hansen: Man in Motion.
Selling the Wheel: Choosing the Best Way to Sell for You, Your Company, Your Customers, Jeff Cox and Howard Stevens, 2000. Selling the Wheel is a fascinating story about sales and marketing written in the form of the ancient parable: Once upon a time, long ago, a resourceful fellow named Max came up with a brilliant idea and invented the Wheel. But human beings, who had been getting along without the Wheel for thousand of years, did not instantly appreciate their need for this clever invention... In this irresistible tale, Max and his wife, Minnie take the ultimate sales challenge and learn what it takes to market the Wheel.
Selling to VITO: the Very Important Top Officer, Parinello Incorporated, 1996. Anthony Parinello is one of the nation's leading experts in getting appointments with top decision makers. Over one million professionals have benefitted from Tony's ideas and tactics. Now, your sales team can master the skills that deliver the following results: Bigger sales (increases of 14%), Shorter sales cycles (reduced by as much as 50%), and Protection and growth of hard-earned market share (documented increases of 44% in customer win-backs).
Selling to VITO: the Very Important Top Officer - Voice Mail Messages to VITO, Parinello, Incorporated, 1997. Tired of not getting your calls returned? Do you freeze up when you're put through to VITO's voice mail? Are you looking for a fresh approach to separate you from your competition? This audio program comes with a companion computer diskette to guide you through exercises and workshops to create powerful, compelling voice mail messages. The computer diskette workbook puts 10 years of Anthony Parinello's voice mail experience at your fingertips with proven, successful scripts that you can quickly tailor for immediate use.
Selling to VITO: the Very Important Top Officer - Your Master Key to the Executive Suite, Parinello, Incorporated, 1992. Anthony Parinello became one of the nation's top salesmen by calling on VITO first. Now he frees you from pigeonholes, boosts you upstairs and hands you the Master Key to VITO's executive suite. With the only seminar to balance the tactics and the unshakable confidence you need for successfully selling at the top.
Value Selling: How to Sell to Cost-Conscious Customers, American Management Association, 1993. In this audiocassette / workbook program you will learn how to distinguish between value and price, identify buying influences in OEM, resale, and end-user markets, determine customer costs -acquisition costs, possession costs, life cycle costs, quality and delivery failure costs, opportunity costs, develop and deliver an effective value selling presentation, and negotiate for value.
Winning Presentation Skills: The Keys to Effectively Communicate Your Message, The Nierenberg Group, 1998 [40 minutes]. Have you ever wondered how some people possess presentation skills that make them shine and stand out in a crowd? Based on research conducted by internationally-known business consultant, Andrea Nierenberg, this program uses her successful, easy-to-follow methods. This audiotape presents the keys to: discover the "power presenter" inside you, connect with your audience, master the material you present, provide what our audience expects, and control every moment of your presentation.
