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!!!
A
Abramowitz, Ava J. (2002). Architect’s Essentials of Contract Negotiation. New York: John Wiley, Inc.
A Walk the Talk Resource (2003). The Leadership Secrets of Santa Claus: How To Get Big Things Done In YOUR “Workshop”…All Year Long. Dallas, TX.
Acuff, Jerry & Wood, Wally (2004). The Relationship Edge in Business: Connecting with Customers and Colleagues When It Counts. Published by John Wiley & Sons, Inc. Hoboken, New Jersey.
Agonito, Rosemary, Ph.D. (1993). No More “Nice Girl”. Holbrook, MA: Bob Adams, Inc.
Alessandra, Tony (1996). The Platinum Rule™: Do Unto Others as They’d Like Done Unto Them (Leader Guide). La Jolla, CA: Dr. Tony Alessandra.
Alessandra, Tony (1998). The Platinum Rule™: Do Unto Others as They’d Like Done Unto Them (Workbook). La Jolla, CA: Dr. Tony Alessandra.
Alessandra, Tony, Ph.D., Baron, Gregg and Cathcart, Jim. The Sales Professional’s Idea-A-Day Guide: 250 Ways To Increase Your Top And Bottom Lines-Every Day Of The Year. Chicago: The Dartnell Corporation. (2 copies)
Alessandra, Tony, Ph.D., Cathcart, Jim and Monoky, John, Ph.D. (1990). Be Your Own Sales Manager. New York, NY: Simon & Schuster. (2 copies)
Alexander, Lisa (2002). PharmRepSelect® Pharmaceutical Sales Representative Selection: Your Complete Guide to Getting a Job in Pharmaceutical Sales. PRS Publishing.
Ash, Mary Kay. (1987). Mary Kay. New York: Harper & Row.
B
Baggett, Byrd (1994). Satisfaction Guaranteed: 236 Ideas to Make Your Customers Feel Like a Million Dollars. Nashville, TN: Rutledge Hill Press.
Barnes, Myers (1997). Closing Strong: The Super Sales Handbook. Kitty Hawk, NC: MBA Publications. (2 copies)
Beatty, Richard (1994). Job Search Networking. Holbrook, MA: Bob Adams, Inc.
Beck Kritek, Phyllis (2002). Negotiating at an Uneven Table: Developing Moral Courage in Resolving Our Conflicts, Second Edition. San Francisco: Jossey-Bass, A Wiley Company.
Bennett, William J. (1994). The Index of Leading Cultural Indicators: Facts and Figures on the State of American Society. New York: Simon & Schuster.
Bethel, William (1992). Questions That Make The Sale. Chicago: The Dartnell Corporation.
Bethel, William (1995). 10 Steps To Connecting With Your Customers. Chicago: The Dartnell Corporation.
Biegeleisen, J. I. (1994). Make Your Job Interview a Success, 4th Edition. New York, NY: McMillan.
Bigwig Briefs: The Art of Deal Making. (2002). Bedford, MA: Aspatore Books, Inc.
Blanchard, Ken and Bowles, Sheldon (1998). Gung Ho!: Turn on the People in any Organization. New York, NY: William Morrow and Company, Inc.
Block, Tamara Brezen and Robinson, William A. (1994). Dartnell’s Sales Promotion Handbook, 8th edition. Chicago: The Dartnell Corporation.
Bosworth, Mike and Eaton, Howard (1995). Sales as Process: Reality or Myth. Santa Barbara, CA: Excel Publishing.
Brady, Shelly (2002). Ten Things I Learned from Bill Porter. Novato, CA: New World Library.
Brooks, Bill. (1987). High Impact Living: A Guide to Total Achievement. Los Angeles, CA: Price/Stern/Sloan Publishers, Inc.
Brooks, Bill and Travisano, Tom (1995). You’re Working Too Hard to Make the Sale! Chicago, IL: Irwin.
Brooks, William T. (1988). High Impact Selling: Power Strategies for Successful Selling. GamePlan Press.
Brooks, William T. (1992). Niche Selling: How to Find Your Customer in a Crowded Market. New York, NY: McGraw-Hill.
Budjac Corvette, Barbara A. (2007). Conflict Management: A Practical Guide to Developing Negotiaion Strategies. Upper Saddle River, NJ: Pearson Prentice Hall.
Burrough, Bryan and Helyar, John (1990). Barbarians at the Gate: The Fall of R.J.R. Nabisco. New York, NY: Harper Perennial.
Business Week’s Guide to The Best Business Schools, 2nd Edition (1991). New York, NY: McGraw-Hill Inc.
Butler, Bobby L. (2003). The Sales Mentor. Victoria, Canada: Trafford Publishing.
Buzzell, Robert D. and Gale, Bradley T. (1987). The PIMS (Profit Impact of Market Strategy) Principles: Linking Strategy to Performance. New York: The Free Press.
C
Carducci, Bernardo J., Ph.D. (1999). The Pocket Guide to Making Successful Small Talk: How to Talk to Anyone Anytime Anywhere About Anything. New Albany, IN: Pocket Guide Publishing.
Carnegie, Dale (1981). How to Win Friends & Influence People. New York, NY: Pocket Books.
(2 copies)
Carroll, Brian J. (2006). Lead Generation for the Complex Sale. New York, NY: McGraw-Hill
Carruthers, Ewing, CLU (1986). A Way of Life: Looking Towards the 90’s. Lexington, KY: Lexington House, Inc. (2 copies)
Cathcart, Jim (1997). Helping People Grow: How to Develop Top Performers. La Jolla, CA: Cathcart Institute.
Cathcart, Jim (1996). Mastering Relationship Selling (Trainer’s Manual & Coaching Guide). La Jolla, CA: Cathcart Institute.
Cathcart, Jim (1990). Relationship Selling: The Key to Getting and Keeping Customers. New York, NY: The Berkeley Publishing Group.
Cathcart, Jim (1998). The Acorn Principle:Discover, Explore, and Grow the Seeds of Your Greatest Potential New York, NY. Denis Waitley
Champy, James (1995). Reengineering Management: The Mandate For New Leadership. New York: HarperCollins Publishers.
Charland, William A., Jr. (1993). Career Shifting: Starting Over in a Changing Economy. Holbrook, MA: Bob Adams, Inc.
Chitwood, Roy (1996). World Class Selling. Minneapolis, MN: Best Sellers Publishing.
Churchman, David (1995), Negotiation: Process, Tactics, Theory, Second Edition. Lanham, MD: University Press of America, Inc.
Cleary, Patrick J. (2001). The Negotiation Handbook. New York: M. S. Sharpe, Inc.
Collins, Tom, and Rapp, Stan (1990). The Great Marketing Turnaround, The Age Of The Individual -- And How to Profit From It. Englewood Cliffs, NJ: Prentice Hall.
Conklin, Robert (1994). Sell! Sell! Sell! 75 Empowering Strategies and Techniques of Top-Braacket Salespeople. Burgess Publishing. Edina, Minnesota.
Conlon, Ginger, Lisa Napolitano, and Mike Pusateri (1997). Unlocking Profits: The Strategic Advantage of Key Account Management. Chicago, IL: National Account Management Association. (2 copies)
Conner, Dennis (1988). The Art of Winning. New York: St. Martin’s Press.
Conner, Brian (1999). Planning for the Golden Years with Variable Annuities. Lexington, KY: Lexington House. (2 copies)
Copeland, Michael & Schuster, Camille (1996). Global Business, Planning For Sales and Negotiations. The Dryden Press, Harcourt Brace College Publishers. Orlando, Florida,
Cottrell, David. (2002). Monday Morning Leadership. Cornerstone Leadership Institute. Dallas, TX. (2 copies)
Cox, Jeff and Stevens, Howard (2000). Selling the Wheel: Choosing the Best Way to Sell for You, Your Company, and Your Customers. New York, NY: Simon & Schuster.
Cox, Jeff and Stevens, Howard (1991). The Quadrant Solution: A Business Novel That Solves The Mystery of Sales Success. New York, NY. The H. R. Chally Group.
Crowel, Thomas Ray (1998). Simple Selling: Common Sense that Guarantees Your Success. Sarasota, Florida: BookWorld Press, Inc. (2 copies)
Currier, David with Jay Frost (2001). Be Brief. Be Bright. Be Gone. - Career Essentials for Pharmaceutical Representatives. New York, NY: Writers Club Press.
Carducci, Bernardo J., Ph.D. (1999). The Pocket Guide to Making Successful Small Talk: How to Talk to Anyone Anytime Anywhere About Anything. New Albany, IN: Pocket Guide Publishing.
Carnegie, Dale (1981). How to Win Friends & Influence People. New York, NY: Pocket Books.
(2 copies)
Carroll, Brian J. (2006). Lead Generation for the Complex Sale. New York, NY: McGraw-Hill
Carruthers, Ewing, CLU (1986). A Way of Life: Looking Towards the 90’s. Lexington, KY: Lexington House, Inc. (2 copies)
Cathcart, Jim (1997). Helping People Grow: How to Develop Top Performers. La Jolla, CA: Cathcart Institute.
Cathcart, Jim (1996). Mastering Relationship Selling (Trainer’s Manual & Coaching Guide). La Jolla, CA: Cathcart Institute.
Cathcart, Jim (1990). Relationship Selling: The Key to Getting and Keeping Customers. New York, NY: The Berkeley Publishing Group.
Cathcart, Jim (1998). The Acorn Principle:Discover, Explore, and Grow the Seeds of Your Greatest Potential New York, NY. Denis Waitley
Champy, James (1995). Reengineering Management: The Mandate For New Leadership. New York: HarperCollins Publishers.
Charland, William A., Jr. (1993). Career Shifting: Starting Over in a Changing Economy. Holbrook, MA: Bob Adams, Inc.
Chitwood, Roy (1996). World Class Selling. Minneapolis, MN: Best Sellers Publishing.
Churchman, David (1995), Negotiation: Process, Tactics, Theory, Second Edition. Lanham, MD: University Press of America, Inc.
Cleary, Patrick J. (2001). The Negotiation Handbook. New York: M. S. Sharpe, Inc.
Collins, Tom, and Rapp, Stan (1990). The Great Marketing Turnaround, The Age Of The Individual -- And How to Profit From It. Englewood Cliffs, NJ: Prentice Hall.
Conklin, Robert (1994). Sell! Sell! Sell! 75 Empowering Strategies and Techniques of Top-Braacket Salespeople. Burgess Publishing. Edina, Minnesota.
Conlon, Ginger, Lisa Napolitano, and Mike Pusateri (1997). Unlocking Profits: The Strategic Advantage of Key Account Management. Chicago, IL: National Account Management Association. (2 copies)
Conner, Dennis (1988). The Art of Winning. New York: St. Martin’s Press.
Conner, Brian (1999). Planning for the Golden Years with Variable Annuities. Lexington, KY: Lexington House. (2 copies)
Copeland, Michael & Schuster, Camille (1996). Global Business, Planning For Sales and Negotiations. The Dryden Press, Harcourt Brace College Publishers. Orlando, Florida,
Cottrell, David. (2002). Monday Morning Leadership. Cornerstone Leadership Institute. Dallas, TX. (2 copies)
Cox, Jeff and Stevens, Howard (2000). Selling the Wheel: Choosing the Best Way to Sell for You, Your Company, and Your Customers. New York, NY: Simon & Schuster.
Cox, Jeff and Stevens, Howard (1991). The Quadrant Solution: A Business Novel That Solves The Mystery of Sales Success. New York, NY. The H. R. Chally Group.
Crowel, Thomas Ray (1998). Simple Selling: Common Sense that Guarantees Your Success. Sarasota, Florida: BookWorld Press, Inc. (2 copies)
Currier, David with Jay Frost (2001). Be Brief. Be Bright. Be Gone. - Career Essentials for Pharmaceutical Representatives. New York, NY: Writers Club Press.
D
D’Allessandro, Frank (2002). Instant Negotiator: The Complete Guide to Building Wealth and Creating Happiness. Fort Meyers, FL: American Negotiation Institute.
Dartnell’s - The High Performance Teams Series (1995). Chicago: The Dartnell Corporation.
Volume 1. First Team: Everything You Need to Know to Start a Team...Lead a Team...and Be a Team.
Volume 2. One-on-One: Where the Real Work in Teamwork Gets Done.
Volume 3. Ultra Teams: Unlocking the Secrets of the New Teamwork-Quality Connection.
Dartnell’s Professional Selling Series (1995). Chicago: The Dartnell Corporation.
Volume 1. More Than a Foot in the Door: The Sales Professional’s Guide to Winning New Accounts.
Volume 2. Close It Right, Right Now!: How to Close More Sales Fast.
Volume 3. Do You Have Any Objections?: Your Guide to Turning Buyer Resistance Into Sales.
Davidson, Jeffrey P. (1991). Power And Protocol For Getting To The Top. New York: Shapolsky Publishers, Inc.
DeLuca, Matthew J. (1997). Best Answers to the 201 Most Frequently Asked Interview Questions. New York, NY: McGraw-Hill.
Dinkin, Greg and Gitomer, Jeffrey (2002). The Poker MBA: Winning in Business No Matter What Cards You’re Dealt. New York, NY: Crown Business.
Dolan, John Patrick (2001). Negotiate Like the Pros: The Essential Guide to Effective Negotiating. Brea, CA: LawTalk Publications.
Donaldson, Les (1981). Conversational Magic: Key to Poise, Popularity and Success. Paramus, NJ: Reward Books.
Dow, Roger, Lisa Napolitano and Mike Pusateri (1998). The Trust Imperative: The Competitive Advantage of Trust-Based Business Relationships. Chicago, IL: National Account Management Association. (2 copies)
Drucker, Peter F. (1966). The Effective Executive. New York: Harper Business.
Duncan, Todd M. (2002). High Trust Selling: Make More Money in Less Time with Less Stress. Nashville, TN: Thomas Nelson Publishers.
Dunton, Loren (1996). The Ten Percent Secret. Lexington, KY: Lexington House.
E
Edelman, Joel and Crain, Mary Beth (1993). The Tao Of Negotiation. New York: HarperCollins Publishers, Inc.
Evans, Joel R. and Berman, Barry (1993). Careers in Marketing. New York: Macmillan Publishing Company.
F
Falvey, Jack (1986). After College: The Business of Getting Jobs. Charlotte, VT: Williamson Publishing. (2 copies)
Farkas, Charles M. And DeBacker, Philippe, (1996). Maximum Leadership. New York: Henry Holt & Company, Inc.
Fast, Julius (1991). Subtext: Making Body Language Work in the Workplace. New York: Viking Penguin.
Fettig, Art. (1996). How to Follow-Up! for Greater Success in Sales. Battle Creek, MI & Kitty Hawk, NC: Art Fettig & Myers Barnes.
Fine, Debra (2002). The Fine Art of Small Talk. Englewood, Colorado: Small Talk Publishers.
Fischgrund, Tom (1994). The Insider’s Guide To The Top 20 Careers In Business And
Management. New York: McGraw-Hill, Inc.
Fisher, Peg (1985). Successful Telemarketing: A Step-by-Step Guide For Increase of Sales at Lower Cost. Chicago, IL: The Dartnell Corporation.
Fournies, Ferdinand F. (1994). Why Customers Don’t Do What You Want Them To Do -- And What To Do About It. New York: McGraw-Hill. (2 copies)
Freund, James C. (1992). Smart Negotiating. New York: Simon & Schuster, Inc.
Friedman, Sidney A. (2002). Helping Clients Can Make You Rich. Lexington, KY: Lexington House.
Friedmann, Susan A. (1995). Tips & Techniques for Exhibiting Success. Menlo Park, CA: Crisp Publications, Inc.
Froid, Gary (1991). World’s Greatest Motivational Ideas. Lexington, KY: Lexington House.
Fry, Ron. (1994). “Ace” Any Test, 2nd Edition. Hawthorne, NJ: Career Press.
Fry, Ron (2000). 101 Great Answers to the Toughest Interview Questions, 4th Edition. Franklin Lakes, NJ: Career Press.
Fukuyama, Francis (1995). Trust: The Social Virtues and the Creation of Prosperity. New York: The Free Press. (2 copies)
Fuller, George (1991). The Negotiator’s Handbook. Paramus, NJ: Prentice Hall.
Futrell, Charles (1985). ABC’s of Selling, 4th Edition. Burr Ridge, IL: Richard D. Irwin, Inc.
G
Gabor, Don (1983). How to Start a Conversation and Make Friends. New York, NY: Simon & Schuster.
Garner, Alan (1997). Conversationally Speaking, 3rd Edition. Los Angeles, CA: Lowell House.
Garofalo, Gene (1993). Hit The Ground Running. Englewood Cliffs, NJ: Prentice Hall.
Gay III, Ben, Editor (1988). The Closers. Placerville, CA: Hampton House Publishing Company, Inc.
Geddes, Lindsay (1993). Through the Customers’ Eyes. New York: American Management Association.
Geist, Patricia and Hardesty, Monica. (1992). Negotiating the Crisis: DRGs and the Transformation of Hospitals. Hillsdale, New Jersey: Lawrence Erlbaum Associates.
Girard, Joe (1977). How To Sell Anything To Anybody. New York: Warner Books.
Girard, Joe with Robert Casemore (1995). Mastering Your Way to the Top. New York: Warner Books, Inc.
Glaser, Connie Brown, and Smalley, Barbara Steinberg (1992). More Power To You! New York: Warner Books, Inc.
Greenfield, Mickey M. (2001). The Sales Slump Doctor Is In: The First Scientifically Tested Method For Ending Your Sales Slump! Lexington, KY: Lexington House. (2 copies)
Griffin, Trenholme J. and Daggart, Russell W. (1990). The Global Negotiator. New York: HarperCollins Publishers.
Griffith, Jerry (1997). Sell Like A Pro. Chicago, IL: The Dartnell Corporation.
Griffith, Jerry (1988). Sell Like A Pro: The Seven Steps To Sales Success. Chicago: The Dartnell Corporation.
Gross, T. Scott (1998). Outrageous!: Unforgettable Service...Guilt-Free Selling. New York: AMACOM (a division of the American Management Association).
Gschwandtner, Gerhard (1996). Selling Power’s Best. Fredericksburg, VA: Personal Selling Power, Inc.
H
Hammer, Michael and Stanton, Steven A. (1995). The Reengineering Revolution: A Handbook. New York: Harper Business. (2 copies)
Hanan, Mack (1985). Consultative Selling. Third Edition. New York: American Management Association.
Harvey, Christine (1990). Secrets of the World’s Top Sales Performers. Holbrook, MA: Bob Adams, Inc.
Hendricks, William, Holliday, Micki, Mobley, Recie, and Steinbrecher, Kristy (1994). High-Impact Presentation and Training Skills: Proven Techniques for Captivating, Motivating and Inspiring. Shawnee Mission, KS: National Press Publications.
Holtz, Herman (1991). The Executive’s Guide To Winning Presentations. New York: John Wiley & Sons, Inc. (2 copies)
Hopkins, Tom (1994). Low Profile Selling: Act Like a Lamb...Sell Like a Lion. Scottsdale, AZ: Tom Hopkins International, Inc. (2 copies)
Hopkins, Tom (1982). How to Master The Art of Selling. Scottsdale, AZ: Tom Hopkins International, Inc.
Hopkins, Tom (1982). The Official Guide to Success. Scottsdale, AZ: Tom Hopkins International, Inc.
Hopkins, Tom (1998). Sales Closing for Dummies®. Foster City, CA: IDG Books Worldwide, Inc.
Hopkins, Tom and Leiby, Patrick (2001). Sell It Today, Sell It Now: Mastering the Art of the One-Call Close. Scottsdale, Arizona: Tom Hopkins International, Inc.
How to Handle Objections (1997). Chicago, IL: The Dartnell Corporation.
Huggins, William R. (1996). Getting Tough Customers To Yes! Chicago: The Dartnell Corporation.
I, J
Iacocca, Lee with Sonny Kleinfield (1988). Talking Straight. Boston, MA: G.K. Hall & Company.
The Impact Selling System®, (1995). Greensboro, NC: The Brooks Group.
Jeary, Tony (1996). Inspire Any Audience, Second Edition. Dallas, TX: TPG, Inc. (2 copies).
Joy, Nicki (1994). Selling is a Woman’s Game. New York: Avon Books.
K
Kanter, Rosabeth Moss (1995). World Class: Thriving Locally in the Global Economy. New York: Simon & Schuster.
Karrass, Chester L. (1993). Give And Take, Revised Edition. New York: HarperCollins Publishers.
Kawasaki, Guy (1991). Selling The Dream. New York: HarperCollins Publishers.
Kaye, Barry (1994). Die Rich and Tax Free! Santa Monica, CA: Forman Publishing, Inc. (2 copies)
Kerzic, Nikki K. (2002). Medical and Pharmaceutical Sales: How to Land the Job of Your Dreams!, 2nd Edition, Revised. Littleton, Colorado: Executive Connection, Inc.
Kirkwood, Christopher (1993). Your Services Are No Longer Required -- The Complete
Job-Loss Recovery Book. New York: Penguin Group.
Kissling, Fred R. Jr., CLU (1966). How You Can Sell and Grow Rich. Lexington, KY: Lexington House.
Kiyosaki, Robert T. with Sharon L. Lechter, C.P.A. (2003). Rich Dad’s “The Business School”, 2nd Edition. Scottsdale, AZ: CASHFLOW Technologies, Inc.
Kline, Phil (1997). Make the Change to Customer-Driven Sales. Amherst, MA: HRD Press.
Kline, Phil (1992). Nose-to-Nose Selling. Dimondale, MI: Nose-to-Nose Selling.
Kondrot, Frank (2001). Ignore Price: Strategies of Winning Edge Companies That Create Profitable Deals That Last. Laguna Niguel, CA: Laguna Group.
Kossen, Stan (1994). Careers In Selling. New York: HarperCollins Publishers, Inc.
Kotter, John P. (1982). The General Managers. New York: The Free Press.
Kotter, John P. (1995). The New Rules: How to Succeed in Today’s Post-Corporate World. New York: The Free Press.
Kouzes, James M., and Posner, Barry Z. (1993). Credibility, How Leaders Gain And Lose It, Why People Demand It. San Francisco: Jossey-Bass Publishers.
L
Lane, Lisa (2003). 3 Days to a Pharmaceutical Sales Job Interview, 3rd Edition. Clarksburg, NJ: Lisa Lane and Drug Careers, Inc.
Leterman, Elmer G. (1966). The Sale Begins When the Customer Says “No”. New York, NY: Macfadden Books.
Levy, Sidney J. (1996). Creating Winning Marketing Plans: What today’s smart marketers must do to Succeed. Chicago: The Dartnell Corporation.
Levy, Sidney J., Frerichs, George R. and Gordon, Howard L. (1994). The Dartnell Marketing Manager’s Handbook, Third Edition. Chicago: The Dartnell Corporation.
Lewicki, Roy J. and Alexander Hiam (1999). The Fast Forward MBA in Negotiating and Deal Making. New York: John Wiley & Sons, Inc.
Lewicki, Roy J., Litterer, Joseph A., Minton, John W. and Saunders, David M. (1994). Negotiation, Second Edition. Burr Ridge, IL: Irwin.
Lewicki, Roy J., Saunders, David M. and Minton, John W. (1997). Essentials of Negotiation. Chicago: Irwin.
Lewicki, Roy J., Litterer, Joseph A., Saunders, David M. and Minton, John W. (1994). Negotiation: Readings, Exercises, and Cases, Second Edition. Burr Ridge, IL: Irwin.
Lewis, Herschell G., and Lewis, Robert D. (1997). Selling On The Net: The Complete Guide. Lincolnwood, IL: NTC Publishing Group.
Lovas, Michael (1997). Wave Marketing!: Wave Hello to Increased Sales. Lexington, KY: Lexington House.
Lowndes, Leil (2001). How to Be a People Magnet. Chicago, Illinois: Contemporary Books.
Lowndes, Leil (1999). Talking the Winner’s Way: 92 Little Tricks for Big Success in Business and Personal Relationships. New York, NY: MJF Books.
M
Mackay, Harvey B. (1993). The Harvey Mackay Rolodex® Network Builder. Minneapolis, MN: Mackay Envelope Corporation.
Mager, Robert F. (1997). The New Mager Six-Pack. Atlanta, GA: The Center for Effective Performance, Inc.
The “Six-Pack” includes the following book titles:
(1) Analyzing Performance Problems
(2) Preparing Instructional Objectives
(3) Measuring Instructional Results
(4) How to Turn Learners On...without turning them off
(5) Goal Analysis
(6) Making Instruction Work
Maltz, Maxwell, M.D., F.I.C.S. (1998). Zero-Resistance Selling. Paramus, NJ: Prentice Hall.
Mander, Bob (1999). Sales: Building Lifetime Skills for Success. Chicago, IL: Ryan Publishers & Publications Management Co., Inc.
McCormack, Mark H. (1995). On Negotiating. CA: Dove Books.
McGuire, Scott K., LUTCF (1995). Jump Start Your Income with Worksite Marketing. Lexington, KY: Lexington House.
McMahon, Ed with Jamison, Warren (1989). SuperSelling. New York, NY: Prentice Hall Press.
Meixner, Uly and Mock, Erich (2001). The Oh Norman Diary: The Moment of Truth-Selling to your customer’s needs. Published by Global Partners and Associates. Melbourne, Australia.
Miller, Marc T. and Sinkovitz, Jason M. (2005). Selling is Dead: Moving Beyond Traditional Sales Roles and Practices to Revitalize Growth. John Wiley and Sons. Hoboken, New Jersey
Miller, Ned A., CLU (1996). Designing and Implementing Employee Benefit Plans: A Complete Guide. Lexington, KY: Lexington House. ( 3 copies)
Molloy, John T. (1981). Molloy’s Live for Success. Toronto: Bantam Books.
Molloy, John T. (1996). New Women’s Dress For Success. New York: Warner Books, Inc.
Morris, William H, Jr. (1986). Disability Insurance. Lexington KY: Lexington House. (2 copies)
N
Naisbitt, John and Aburdene, Patricia (1990). Megatrends 2000. New York: William Morrow and Company, Inc.
Natenberg, Todd (2003). I Just Got A Job In Sales! Now What? : A Playbook For Skyrocketing Your Commissions. Chicago, IL: CP Publishing
Nichols, Judith E. (1990). By the Numbers. Chicago: Bonus Books, Inc. (2 copies)
Novick, Harold J. (2000). Understanding the Outsourced Sales Professional: How manufacturers increase profits using manufacturers’ agents. Laguna Hills, CA: Manufacturers & Agents National Educational Foundation.
P
Pacetta, Frank (1994). Don’t Fire Them, Fire Them Up. New York: Simon & Schuster.
Packard, David (1995). The HP Way: How Bill Hewlett and I Built Our Company. New York: Harper Business.
Pancero, Jim (1995). Leading Your Sales Team. Chicago: The Dartnell Corporation.
Parinello, Anthony (1998). Complete Idiot’s Guide to Dynamic Selling, The. New York, NY: Alpha Books. (2 copies)
Parinello, Anthony (1998). The Power of Will. Worcester, MA: Chandler House Press.
Parinello, Anthony (1994). Selling to VITO (the Very Important Top Officer). Holbrook, MA: Adams Media Corporation.
Peeler, George H. (1996). Selling In The Quality Era. Cambridge, MA: Blackwell Publishers.
(2 copies)
Pennington, Randy and Bockman, Marc (1992). On My Honor, I Will -- How One Simple Oath Can Lead You To Success In Business. New York: Warner Books, Inc.
Pickens, James W. (1989). The Art Of Closing Any Deal. New York: Shapolsky Publishers, Inc.
Pincus, David J. and Debonis, Nicholas J. (1994). Top Dog. USA: McGraw-Hill, Inc.
Pivar, William H. and Mordini, Edward A.(1994). Power Insurance Letters: A Professional’s Resource for Sales Success. Chicago, IL: Dearborn Financial Publishing, Inc. ( 2 copies).
Poole, James P. (Polly), CLU. (1989). Formula...For Success: In Life and Life Insurance. Lexington, KY: Lexington House.
Preston, Marilynn (1990). Be Well, Work Well, Your Guide To On-The–Job Fitness. Chicago: The Dartnell Corporation.
Prince, Russ Alan (1999). Winning the War for the Wealthy. Fairfield, CT: HNW Press.
Prince, Russ Alan; McBride, William J.; & File, Karen Maru (1994). The Charitable Estate Planning Process: How to Find and Work with the Philanthropic Affluent. Lexington, KY: Lexington House. (3 copies)
R
Rackham, Neil and Ruff, Richard (1991). Managing Major Sales: Practical Strategies for Improving Sales Effectiveness. New York: HarperBusiness.
Rapp, Stan and Tom Collins (1990). The Great Marketing Turnaround: The Age of the Individual - and How to Profit from It. New Jersey: Prentice Hall.
Rapp, Jim and Collins, Tom (1990). Successful Sales Meetings: How To Plan, Conduct, And Make Sales Meetings Pay Off. Englewood Cliffs, NJ: Prentice Hall.
Reilly, Tom P. (2003). Value- Added Selling: How To Sell More Profitably, Confidently, and Professionally by Competing on VALUE, Not Price. New York, NY: McGraw- Hill
Ries, Al and Jack Trout (1986). Marketing Warfare. New York: McGraw-Hill Book Company.
RoAne, Susan (2000). How to Work a Room: The Ultimate Guide to Savvy Socializing in Person and Online. New York, NY: HarperCollins Publishers.
S
Sabath, Ann M. (1993). Business Etiquette In Brief. Holbrook, MA: Bob Adams, Inc.
Schapiro, Nicole (1993). Negotiating For Your Life. New York: Fitzhenry & Whiteside LTD.
Scholm, Charles C. (1990). Planning And Managing Sales Territories: How To Focus Sales Efforts For Top Performance In Today’s Markets. Chicago: The Dartnell Corporation.
Shonka, Mark & Kosch, Dan. (2002). Beyond Selling Value: A Proven Process To Avoid The Vendor Trap. Chicago: IMPAX Corporation. (Hardback and Paperback)
Shook, Robert L. (1986). The Perfect Sales Presentation. New York, NY: Bantam Books.
Shorris, Earl (1994). A Nation Of Salesmen. New York: Avon Books. (2 copies)
Sibbald, John (1995). The New Career Makers. New York: HarperBusiness.
Sixty Most Memorable Sales: From “Selling Power” Readers (2000). Fredericksburg, VA: Personal Selling Power Inc.
Smith, Carter (1994). America’s Fastest Growing Employers, Second Edition. Holbrook, MA: Bob Adams, Inc.
Smith, George A., Jr. (1995). Sales Productivity Measurement. Milwaukee, Wisconsin: ASQ Quality Press.
Smith, George A., Jr. (1995). The Sales Quality Audit. Milwaukee, WI: ASQ Quality Press.
Sommer, Robert B. (1996). The Winning Spirit: Achieving Olympic Level Performance in Business & Personal Advancements. Glendale, CA: Griffin Publishing.
Speaking Secrets of the Masters, First Edition (1995). Mechanicsburg, PA: Executive Books/ Life Management Services, Inc.
Sperling, JoAnn (1983). Job Descriptions in Marketing Management. New York: American Management Association.
Stark Mike R. (1996). The Power of Negotiating: Strategies for Success. Littleton, CO: Trimark Publishing.
Steinbrink, John P. (1989). The Dartnell Sales Manager’s Handbook. Chicago: The Dartnell Corporation.
Stern, Paul G. and Shachtman, Tom (1990). Straight To The Top. New York: Warner Books, Inc. (2 copies)
Stevens, Howard and Cox, Jeff (1991). How to Sell Your Products & Services to the Right Market. New York: AMACOM (a division of the American Management Association).
Stevens, Howard and Cox, Jeff (1991). The Quadrant Solution. New York: American Management Association. ( 2 copies)
Stoltz, Paul G., Majors, Randall E. and Soares, Eric J. (1994). Sales Training: The Complete Guide. New York: The American Management Association.
Suarez, Benjamin D. (1995). 7 Steps to Freedom II: How to Escape the American Rat Race. Canton, OH: The Hanford Press.
T
Taylor, Bob (1991). 25 Common Sales Objectives & How To Overcome Them. Chicago: The Dartnell Corporation.
Telephone Terrific (1994). Chicago: The Dartnell Corporation.
Thomas, Arthur R. (1995). Irrevocable Business Trusts: Plan for the Year 2000 and thereafter! Lexington, KY: Lexington House. ( 3 copies)
Thomas, R. David (1991). Dave’s Way. New York, NY: Berkeley Publishing.
Timeless Super Achievers (1998). Fredericksburg, VA: Personal Selling Power Inc. (2 copies)
Todd, John O., CLU (1984). Ceiling Unlimited Mark V. Lexington, KY: Lexington House.
Todd, John O. (1990). Never a Dull Day: An Autobiography of John O. Todd [Abridged version]. Lexington, KY: Lexington House.
Tough Customers (1995). Chicago: The Dartnell Corporation.
Tracy, Diane (1994). Take This Job and Love It. New York: McGraw-Hill, Inc.
Tracy, Diane ( 1994). Take This Job and Love It. New York: McGrae-Hill, Inc.
Trump, Donald J. with Schwartz, Tony (1987). Trump: The Art of the Deal. New York, NY: Warner Books, Inc.
U-W
Unt, Iwar (1999). Negotiations Without a Loser. Copenhagen, Denmark: Copenhagen Business School.
Verde, Joe (1998). How to Follow Up and Prospect...In Today's Market (Leader's Guide). San Juan Capistrano, CA: Joe Verde Sales & Management Training, Inc.
Verde, Joe (1998). How to Follow Up and Prospect...In Today's Market (Workshop Workbook). San Juan Capistrano, CA: Joe Verde Sales & Management Training, Inc. (2 copies)
Walton, Sam with Huey, John (1992). Sam Walton: Made in America, My Story. New York, NY: Bantam Books.
Ward, Jim, CFP (1993). Opening the Door to Success in Selling Salary Savings. Lexington, KY: Lexington House.
Wardlaw, Jack (1990). Inside Secrets of Selling: Find a Need and Fill It. Lexington, KY: Lexington House.
Ware, Robert C., J.D., CLU & Adkins, Phillip W., J.D. (1995). The Limited Liability Company. Lexington, KY: Lexington House.
Wareham, John (1994). The New Secrets of a Corporate Headhunter . New York: Harper Collins Publishers.
Watson, Thomas J. (1990). Father, Son & Co.: My Life at IBM and Beyond. New York, NY: Bantam Books.
Weddle, Peter D. (1994). Career Fitness . New York: Cadell & Davies.
White, Kate (1995). Why Good Girls Don't Get Ahead . . . But Gutsy Girls Do . New York: Warner Books.
Wight, Howard., CLU, ChFC (1988). Thinking Bigger and Selling More...more easily. Lexington, KY: Lexington House.
Wight, Howard (1997). How to Create and Save a Fortune Using Life Insurance. Lexington, KY: Lexington House.
Wilder, Lilyan (1986). Professionally Speaking. New York: Simon and Schuster.
Williams, Jane (2002). Insider’s Guide to the World of Pharmaceutical Sales, 6th Edition. Arlington, TX: Principle Publications.
Winget, Larry and Jeff Slutsky (2003). From the Big Screen to the Real World: Slutsky and Winget’s Favorite Movie Quotes. USA: Win Publications!
Wood, Wally and Acuff, Jerry (2004). The Relationship Edge in Business: Connecting with Customers and Colleagues When It Counts. Published by John Wiley & Sons, Inc. Hoboken, New Jersey.
World Class Sales Benchmark Award - The Customer Selected World Class Sales Excellence: Research Report (1997). Dayton, OH: The H. R. Chally Group. (2 copies)
World Class Sales Benchmark Award - The Customer Selected World Class Sales Excellence: Research Report (1994). Dayton, OH: The H. R. Chally Group. (2 copies)
Y, Z
Yate, Martin (1987). Knock 'Em Dead: The Ultimate Job Seeker's Handbook. Holbrook, MA: Bob Adams, Inc.
Yate, Martin (1992). Cover Letters that Knock 'Em Dead. Holbrook, MA: Adams Publishing
Yate, Martin (1991). Keeping The Best . Holbrook, MA: Bob Adams, Inc.
Zeithaml, Valarie A., A. Parasuraman and Leonard L. Berry (1990). Delivering Quality Service: Balancing Customer Perceptions and Expectations. New York: The Free Press.
Zick, Bernard Hale (2000). The Negotiating Paradox: How You Can Get More By Giving More. Dallas, TX: Skyward Publishing.
Ziglar, Zig (1991). Ziglar on Selling. Nashville, TN: Division of Thomas Nelson Publishers.
Ziglar, Zig (1997). Over the Top. Nashville, TN: Thomas Nelson Publishers.
Ziglar, Zig (1982). Secrets of Closing the Sale. Grand Rapids, MI: Fleming H. Revell.
Ziglar, Zig (1977). See You at the Top. Gretna, LA: Pelican Publishing Company.
Ziglar, Zig (1986). Top Performance . Grand Rapids, MI: Fleming H. Revell.
Zuckerman, Irv (1993). Hire Power . New York: The Putnam Publishing Group.
