(Coca-Cola), Sanders Rowland with Bob Terrell (1986). Papa Coke: Sixty-Five Years Selling Coca-Cola. (Asheville, NC: Bright Mountain Books, 224 p.). Rowland, Sanders, 1906- ; Coca-Cola Company; Sales personnel--United States--Biography.

(Domino's), Donald J. Vlcek, Jr. with Jeffrey P. Davidson (1992). The Domino Effect: How To Grow Sales, Profits, and Market Share Through Super Vision. (Homewood, IL: Business One Irwin, 270 p.). Domino's Pizza (Firm); Sales management; Industrial management; Pizza industry--United States.

(Ferrari North America) Gian Luigi Longinotti-Buitoni with Kip Longinotti-Buitoni (1999). Selling Dreams: How To Make Any Product Irresistible. (New York, NY: Simon & Schuster, 335 p.). Businessman, President/CEO of Ferrari North America. Selling--Psychological aspects; Marketing--Psychological aspects.

(S. Lichtenberg & Co.), Carl Goldstein (2007). Behind the Curtain: Life of a Salesman. (Philadelphia, PA: XLibris, 128 p.). Sales executives--United States--Biography; sales--textiles. Senior VP, S. Lichtenberg & Co. Commentary on state of American business, its strengths and weaknesses

(Microsoft), Doug Dayton (1997). Selling Microsoft: Sales Secrets from inside the World's Most Successful Company. (Holbrook, MA: Adams Media Corp., 307 p.). Microsoft Corporation; Selling--Case studies; Selling--Computer programs--Case studies; Computer software--Marketing--Case studies.

(National Cash Register), Roy Wilder Johnson (1932). The Sales Strategy of John H. Patterson, Founder of the National Cash Register Company. (Chicago, IL: The Dartnell Corp., 344 p.). Patterson, John Henry, 1844-1922; National Cash Register Company; Salesmen and salesmanship.

(National Cash Register), George Francis Taubeneck (1937). They Didnt' Know They Wanted It; How John H. Patterson Developed the Specialty Selling Formula. (Detroit, MI: Business News Publishing Co., 222 p.). Patterson, John Henry, 1844-1922; National cash register company, Dayton, O.; Salesmen and salesmanship.

(Pfizer), Jamie Reidy (2005). Hard Sell: The Evolution of a Viagra Salesman. (Kansas City, MO: Andrews McMeel Pub., 224 p,). Pfizer Salesman from 1995 to 1999. Selling--Drugs--Popular works; Sildenafil--Popular works. Pharmaceutical sales.

(Ronco Inventions LLC), Ron Popeil with Jefferson Graham (1995). The Salesman of the Century: Inventing, Marketing and Selling on TV: How I Did It and How You Can Too! (New York, NY: Delacorte Press, 306 p.). Popeil, Ron; Businesspeople--United States--Biography; Success in business--United States; Inventions--United States--Marketing; New products--United States--Marketing; Television advertising--United States; Teleshopping--United States.

(Xerox), David Dorsey (1994). The Force. (New York, NY: Random House, 315 p.). Xerox Corporation, Sales Executives, Office Equipment Industry.

(Z-Systems), B. B. Abraham (2001). Jakarta Journal: Confessions of a Software Road Warrior. (Omaha, NE: iUniverse, 135 p.). Abraham, B. B., software; sales executives--United States.

Pierre Berton (1963). The Big Sell; An Introduction to the Black Arts of Door-to-Door Salesmanship & Other Techniques. (New York, NY: Knopf, 239 p.). Salesmen and salesmanship--Anecdotes, facetiae, satire, etc.

Frank Bettger (1992). How I Raised Myself from Failure to Success in Selling. (New York, NY: Simon & Schuster, 192 p. [orig. pub. 1949]). Bettger, Frank; Sales personnel--Biography; Selling--Psychological aspects.

Nicole Woolsey Biggart (1989). Charismatic Capitalism: Direct Selling Organizations in America. (Chicago, IL: University of Chicago Press, 223 p.). Direct selling--United States; Sales personnel--United States; Commercial agents--United States.

Robert C. Blattberg, Scott A. Neslin (1990). Sales Promotion: Concepts, Methods, and Strategies. (Englewood Cliffs, NJ: Prentice Hall, 513 p.). Blattberg-Polk Brothers Distinguished Professor of Retailing at the Kellogg School of Management (Northwestern University). Sales promotion.

Lee Boyan (1989). Successful Cold Call Selling: Over 100 New Ideas, Scripts, and Examples from the Nation's Foremost Sales Trainer. (New York, NY: American Management Association, 275 p. [2nd ed.]). Selling; Direct selling; Telephone selling.

Richard Cummings (1987). Contemporary Selling. (San Diego, CA: Harcourt Brace Jovanovich, 512 p.). Selling.

Asaf Darr (2006). Selling Technology: The Changing Shape of Sales in an Information Economy. (Ithaca, NY: Cornell University Press, 143 p.). Senior Lecturer in Organization Studies (University of Haifa, Israel). Selling--High technology; Selling--Technological innovations; Selling--Social aspects; Information technology--Social aspects. Look at high-tech markets from within, through the experience of salespeople, purchasing agents, and engineers who construct markets for emergent technologies through their daily engagement in sales interactions.

James F. Evered (1982). A Motivational Approach to Selling. (New York, NY: AMACOM, 232 p.). Selling.

Walter A. Friedman (2004). Birth of a Salesman: The Transformation of Selling in America. (Cambridge, MA: Harvard University Press, 368 p.). Co-Editor (Business History Review). Sales management--United States. 

Charles Futrell (1992). Personal Selling: How To Succeed in Sales. (Homewood, IL: Business One Irwin, 509 p.). Selling; Sales management; Selling--Case studies; Sales management--Case studies.

--- (2001). Sales Management: Teamwork, Leadership, and Technology. (Fort Worth, TX: Harcourt College Publishers, 568 p. [6th ed.]). Sales management.

--- (2003). Fundamentals of Selling: Customers for Life. (Boston, MA: Irwin/McGraw-Hill, 448 p. [8th ed.]). Selling.

--- (2003). ABC's of Relationship Selling. (Boston, MA: McGraw-Hill, 470 p. [7th ed.]). Selling.

Joe Girard with Robert Casemore (1995). Mastering Your Way to the Top: Secrets for Success from the World's Greatest Salesman and America's Leading Businesspeople. (New York, NY: Warner Books, 242 p.). Selling; Success in business--United States; Sales executives--United States; Businesspeople--United States; Businesswomen--United States.

Gerhard Gschwantdner (2006). Everything I Know About Sales Success: The World’s Greatest Business Minds Reveal Their Winning Secrets. (New York, NY: McGraw-Hill, 224 p.). Founder and Publisher of Selling Power. Businesspeople--Biography; Chief executive officers--Attitudes; Executive ability--Case studies; Leadership--Case studies; Success in business--Case studies. Insights into sales success of some of most highly respected names in business; diverse array of "patterns of success".

Richard Hodge and Lou Schacter (2006). The Mind of the Customer: How Great Companies like UPS, Lexus, and Nokia Have Reinvented the Sales Process To Accelerate Their Customers' Success. (New York, NY: McGraw-Hill, 242 p.). Founder, Real Learning Company; Senior Vice President for Design and Development at the Real Learning Company. Selling; Success in business. Four-pillared approach: 1) Understand; 2) Create; 3) Communicate, 4) Manage.

Edwin P. Hoyt (1962). The Supersalesmen. (Cleveland, OH: World Pub. Co., 281 p.). Salesmen and salesmanship.

Guy Kawaski (1992). Selling the Dream: How to Promote Your Product, Company, or Ideas, and Make a Difference Using Everyday Evangelism. (New York, NY: HarperBusiness, 337 p.). Selling; Sales promotion; Marketing--Management; Product management.

Gian Luigi Longinotti-Buitoni with Kip Longinotti-Buitoni (1999). Selling Dreams: How To Make Any Product Irresistible. (New York, NY: Simon & Schuster, 335 p.). Businessman, President/CEO of Ferrari North America. Selling--Psychological aspects; Marketing--Psychological aspects. Dream (designer) products must be created, must prophesy customers' future wants, must attach themselves to customers, must modify customers' perceived added-value to magnify dream's impact. 

Richard Maxwell and Robert Dickman (2007). The Elements of Persuasion: Use Storytelling Techniques to Pitch Better, Sell Faster, and Win More Business. (New York, NY: Harper, 256 p.). Selling; Persuasion (Psychology); Success in business--Psychological aspects; Business communication; Storytelling. Successful communication through narrative. Five major components of communicating through narrative: Passion, Hero, Antagonist, Action.

Smith McLandress (1977). Traveling Man: The Adventures of a 20th Century Salesman. (Appleton, WI: McLandress, 344 p.). McLandress, Smith, 1899- ; Traveling sales personnel--United States--Biography; Paper industry--United States.

Robert B. Miller and Stephen E. Heiman, with Tad Tuleja (1985). Strategic Selling: The Unique Sales System Proven Successful by America's Best Companies. (New York, NY: Morrow, 319 p.). Selling.

Robert B. Miller and Stephen E. Heiman with Tad Tuleja (1987). Conceptual Selling: The Revolutionary System for Face-to-Face Selling Used by America's Best Companies. (Berkeley, CA: Miller-Herman, 320 p.). Selling.

Art Mortell (1973). Anatomy of a Successful Salesman. (Rockville Centre, NY: Farnsworth Pub. Co., 207 p.). Selling; Success in business.

--- (1991). World Class Selling: How To Turn Adversity into Success. (Chicago, IL: Dearborn Financial Pub., 223 p.). Selling; Success in business.

Don Peppers (1995). Life's a Pitch: Then You Buy. (New York, NY: Doubleday, 261 p.). Sales promotion; Selling; Persuasion (Psychology).

Don Peppers and Martha Rogers (1993). The One to One Future: Building Relationships One Customer at a Time. (New York, NY: Doubleday, 443 p.). Market segmentation; Sales promotion; Consumers' preferences; Customer relations.

James W. Pickens (1989). The Art of Closing Any Deal: How To Be a "Master Closer" in Everything You Do. (New York, NY: Shapolsky Publications, 254 p.). Selling; Sales management.

Neil Rackham (1988). SPIN Selling. (New York, NY: McGraw-Hill, 197 p.). Selling. 

Neil Rackham, Richard Ruff (1991). Managing Major Sales: Practical Strategies for Improving Sales Effectiveness. (New York, NY: HarperBusiness, 259 p.). Sales management.

Neil Rackham, John R. DeVincentis (1999). Rethinking the Sales Force: Redefining Selling To Create and Capture Customer Value. (New York, NY: McGraw-Hill, 308 p.). Sales management; Selling.

Penrose Scull with Prescott C. Fuller (1967). From Peddlers to Merchant Princes; A History of Selling in America. (Chicago, IL: Follett Pub. Co., 274 p.). Selling--History.

Robert L. Shook (1978). Ten Greatest Salespersons: What They Say about Selling. (New York, NY: Harper & Row, 194 p.). Sales personnel--United States--Interviews; Selling.

--- (1995). The Greatest Sales Stories Ever Told: From the World's Best Salespeople. (New York, NY: McGraw-Hill, 247 p.). Selling; Selling--Case studies.

compiled by Robert L. Shook, Eric Yaverbaum. (1996). I'll Get Back to You: 156 Ways To Get People To Return Your Phone Calls. (New York, NY: McGraw-Hill, 190 p.). Telephone selling.

Earl Shorris (1994). A Nation of Salesmen: The Tyranny of the Market and the Subversion of Culture. (New York, NY: Norton, 352 p.). Selling--History; Selling--Social aspects--History; Sales personnel--United States--History.

Tim Smith (2001). Loyalty-Based Selling: The Magic Formula for Becoming the #1 Sales Rep. (New York, NY: AMACOM, 162 p.). Salesman. Selling; Customer loyalty.

Timothy B. Spears (1995). 100 Years on the Road: The Traveling Salesman in American Culture. (New Haven, CT: Yale University Press, 300 p.). Traveling Sales Personnel in Literature, American Literature.

Nadine A. Thompson, Angela E. Soper (2007). Values Sell: Transforming Purpose into Profit Through Creative Sales and Distribution Strategies. (San Francisco, CA: Berrett-Koehler, 163 p.). Selling; Physical distribution of goods--Management; Social responsibility of business; Success in business. 

Jacques Werth and Nicholas E. Ruben (1996). High Probability Selling: Re-Invents the Selling Process. (Newtown, PA: Abba, PA, 178 p.). Selling.

Carol S. Wharton (2002). Framing a Domain for Work and Family: A Study of Women in Residential Real Estate Sales Work. (Lanham, MD: Lexington Books, 165 p.). Women real estate agents; Women in real estate. 

Jack Wichert (1984). How To Be a Successful Salesperson. (Englewood Cliffs, NJ: Prentice-Hall, 205 p.). Selling.

Larry Wilson with Hersch Wilson (1987). Changing the Game: The New Way to Sell. (New York, NY: Simon & Schuster, 286 p.). Selling.

Zig Ziglar (2003). Selling 101: What Every Successful Sales Professional Needs To Know. (Nashville, TN: Thomas Nelson Publishers, 102 p.). Selling; Success in business. 

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LINKS

Sales & Marketing Executives-International, Inc.
www.smei.org                                                                      Worldwide association of sales and marketing management. Founded in 1935, SME is the primary forum in which the world's top sales and marketing managers meet.