by Mark H. McCormack · Arrow Books Ltd · tapa blanda · ISBN 9780099536512
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«McCormack on Selling» is Mark H. McCormack's essay on selling, published by Arrow Books Ltd in paperback (192 pages, in English).
The author, a pioneer of sports marketing, sets out his selling philosophy based on three keys: identifying the client, reaching him and persuading him. He analyzes obstacles such as fear, ignorance and laziness, lists the seven sins of the salesperson and argues that everyone «was born to sell», with a self-assessment test.
According to the cover, the author also wrote «What They Don't Teach You at Harvard Business School». «New Ed» edition published in 1996.
Aimed at sales and marketing professionals interested in commercial persuasion techniques.
The Mark H. McCormack Medal is presented annually by The Royal and Ancient Golf Club of St Andrews to the leading player in the World Amateur Golf Ranking after the last 'elite' event of the season. The award is named after World Golf Hall of Famer Mark McCormack, who was a supporter of golf and the founder of IMG.
