I often get asked how to get started learning about the selling profession.  This page lists some of my favorite books on selling. 

Books: 

Market Dynamics 

Moore, Geoffrey.  Crossing the Chasm – Marketing and Selling High Tech Products to Mainstream Customers. New York, NY, HarperCollins Publishing, 1991

 Moore, Geoffrey. Living on the Fault Line – Managing for Shareholder Value, Revised Edition. New York, NY, HarperCollins Publishing, 2002

 Sales Process

Allesandra, Tony.  Non-Manipulative Selling.  New York, NY, Simon & Schuster, 1987

Bistritz, Stephen, Ed. D.  Selling to Senior Executives (two part article series published in the Spring and Winter 2002 editions) Journal of Selling and Major Account Management), 2002  (Available on Steve’s website:  www.sellxl.com)  

Heiman, Stephen and Sanchez, Diane. The New Conceptual Selling.  New York, NY, Warner Books, 1999   (If you were to read only one, this one would be my pick)

Heiman, Stephen and Sanchez, Diane. The New Strategic Selling.  New York, NY, Warner Books, 1998  

Hopkins, Tom.  Selling For Dummies.  Foster City, CA: IDG Books Worldwide, Inc.  1995

Rackham, Neil.  SPIN Selling.  New York:  McGraw Hill  1998 

Vass, Jerry.  Soft Selling in a Hard World – Plain Talk on the Art of Persuasion.  Philadelphia: Running Press Book Publishers.  1998

Ziglar, Zig.  Ziglar on Selling – The Ultimate Handbook for the Complete Sales Professional of the Nineties. New York, NY, Random House, 1991

Consultative Approach

Block, Peter.  Flawless Consulting – A Guide to Getting Your Expertise Used.  San Francisco, CA, Josey-Bass/Pfeiffer, 2000

Weiss, Alan.  Million Dollar consulting – The Professional’s Guide to Growing a Practice.  New York: McGraw Hill.  2003

Business Strategy and Management

McCormack, Mark.  What They Don’t Teach You at Harvard Business School.  New York: Bantam Books.  1984

Clavell, James.  The Art of War – Sun Tzu.  New York: Dell Publishing.  1983

Business Communication

 Minto, Barbara.  The Pyramid Principle – Third Edition.  London: Prentice-Hall Financial Times.  2002

Other Resources on the Web: 

Market-Partners, Inc. Sales Effectiveness Briefing Archive

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