Precision Selling

Precision Selling provides a concise roadmap for optimizing sales results by focusing on sales behaviors that make a difference. Anyone interested in improving the effectiveness of their sales team should apply these principles.

In Selling Air Power, Steve Call provides the first comprehensive study of the efforts of post-war air power advocates to harness popular culture in support of their agenda. In the 1940s and much of the 1950s, hardly a month went by without at least one blatantly pro–air power article appearing in general interest magazines. Public fascination with flight helped create and sustain exaggerated expectations for air power in the minds of both its official proponents and the American public. Articles in the Saturday Evening Post, Reader's Digest, and Life trumpeted the secure future assured by American air superiority. Military figures like Henry H. "Hap" Arnold and Curtis E. LeMay, radio-television personalities such as Arthur Godfrey, cartoon figures like Steve Canyon, and actors like Jimmy Stewart played key roles in the unfolding campaign. Movies like Twelve O'Clock High!, The Court-Martial of Billy Mitchell, and A Gathering of Eagles projected onto the public imagination vivid images confirming what was coming to be the accepted wisdom: that America's safety against the Soviet threat could best be guaranteed by air power, coupled with nuclear capability. But as the Cold War continued and the specter of the mushroom cloud grew more prominent in American minds, another, more sinister interpretation began to take hold. Call chronicles the shift away from the heroic, patriotic posture of the years just after World War II, toward the threatening, even bizarre imagery of books and movies like Catch-22, On the Beach, and Dr. Strangelove. Call's careful analysis goes beyond the public relations campaigns to probe the intellectual climate that shaped them and gave them power. Selling Air Power adds a critical layer of understanding to studies in military and aviation history, as well as American popular culture.

Written by a US Navy Veteran Communication Specialist. This book will show you how to use a precise system for improving the six attitudes and seven activities that will turn you into an expert communicator. Once you read the book you will be able to get your message across with military precision. If you are a CEO, manager, military recruiter, professional service provider, salesperson, or entrepreneur, this book will introduce you to a system for learning created over 200 years ago by Ben Franklin, one of the Founding Fathers of the United States. You will be implementing a system designed by Ben Franklin who is considered to be one of the most persuasive people in the history of the US.

Triple your Sales with Precision This unique book will show you how to become amazingly efficient in your approach to sales and management. The world's highest achieving salesmen and managers have long mastered proven skills which virtually guarantee their success. What have they learned that makes them so efficient? How can they make it look so easy? What's their secret, and how can you learn it?21 Winning Strategies The 21 winning strategies revealed in this book will change the way you sell and manage. From the very first page, you'll discover unique strategies which will transform and revitalize your sales processes. Your perspective on sales, customers, and communication will change for the better. You'll become more efficient, more effective, and more productive. In short, you'll learn to achieve maximum results with Precision Selling. Here's to your success!

"I've been selling the same basic product to the same customers for over 10 years. I watched your video and it turned my thinking upside down!...And guess what?? I WAS my company's Top Sales Performer!" --Linda Jamison, National Account Manager, Time Warner Book Group Brian Sullivan is an award-winning salesperson and one of the most prominent and sought-after sales and leadership trainers. His high-energy, no-nonsense, interactive seminars on the PRECISE Selling Formula have become one of the hottest training courses in sales. Based around the notion that you should "Say less...while selling more," Sullivan teaches salespeople how to execute the PRECISE Selling Formula in just 20 days. They'll also learn how to: --Lead their company in sales --Be stupid to make stupid big money --Create a posture that attracts customers --Evaluate sales performance after every call

Praise for Kellogg on Marketing "The Kellogg Graduate School of Management at Northwestern University has always been at the forefront of cutting-edge marketing. What a treasure to find such a complete anthology of today's best strategic marketers all in one place. Kellogg on Marketing provides a unique combination of new and proven marketing theories that the reader can translate into business success." —Betsy D. Holden, President and CEO, Kraft Foods "Kellogg on Marketing presents a comprehensive look at marketing today, combining well-founded theory with relevant, contemporary examples in the marketplace. This should be mandatory reading for all students of marketing." —Robert S. Morrison, Chairman, President and CEO, The Quaker Oats Company "The Who's Who write on the what's what of marketing. Now, these preeminent marketing doctors are making house calls. Enjoy." —Robert A. Eckert, Chairman and CEO, Mattel, Inc. "This volume is a fascinating collection of perspectives on what it takes to dominate a marketspace in the New Economy. . . . A clear demonstration of why Kellogg is Kellogg-one of the thought leaders in the discipline of marketing." —Mel Bergstein, Chairman and CEO, Diamond Technology Partners "New economy cases make this text appeal to old economy strategists. We shouldn't be suprised with the quality of this work, given its origin in the Kellogg School." —Ronald W. Dollens, President, Guidant Corporation

We are pleased to present the proceedings of the 2003 Atlantic Web Intelligence C- ference, AWIC 2003. The conference was located in Madrid, Spain during May 5–6, 2003, organized locally by the Technical University of Madrid. AWIC 2003 aimed to be the rst of a series of conferences on Web Intelligence, to be celebrated annually, alternatively in Europe and America, starting in Madrid. It was born as an activity of the recently created WIC-Poland Research Centre and the WIC-Spain Research Centre, bothbelongingtotheWebIntelligenceConsortium(WIC) (http://wi-consortium.org).AWIC 2003 was supported with grants from the S- nish Ministry for Science and Technology and the European Network of Excellence in Knowledge Discovery, KDNet. AWIC 2003 brought together scientists, engineers, computer users, and students to exchange and share their experiences, new ideas, and research results about all aspects (theory,applications,andtools)ofarti cialintelligencetechniquesappliedtoWeb-based systems, and to discuss the practical challenges encountered and the solutions adopted. Almost 70 contributions were submitted. After a preliminary evaluation, 60 of these papers were accepted to the conference and were assigned at least two reviewers from the international program committee. Out of this 60, 33 were conditionally accepted, and 32 of them were nally accepted after the conditions set by the reviewers had been met, which resulted in an acceptance ratio of 45%.