<p>Meticulously researched and artfully crafted, "The Hard Truth About Soft-Selling" reveals a profession that has lost its wayþu and, maybe its mind. Are salespeople being reduced to little more than professional visitors? Authors Dudley and Tanner offer a thoughtful and challenging counterpoint to the soft selling craze, and convincingly remind salespeople everywhere what it means to sell with honor, pride and intention.</p>

The Hard Truth About Soft-Selling: Restoring Pride & Purpose to the Sales Profession

Business & Money

George W. Dudley

John F. Tanner

Marketing & Sales

Behavioral Sciences Research Press, Inc.

Meticulously researched and artfully crafted, The Hard Truth About Soft-Selling reveals a profession that has lost its way, and, maybe its mind. Are salespeople being reduced to little more than professional visitors? Authors Dudley and Tanner offer a thoughtful and challenging counterpoint to the soft selling craze, and convincingly remind salespeople everywhere what it means to sell with honor, pride and intention.

The Hard Truth About Soft-Selling: Restoring Pride and Purpose to the Sales Profession

With over half of the population projected to be non-Anglo by 2050, this is a must-read for any salesperson whose goal is success in the booming multicultural marketplace. You'll take away world-savvy sales skills, putting more money in your pocket and becoming a greater asset to your company. Experts worldwide acclaim the detailed techniques and step-by-step, multicultural selling process revealed in this book. "[The authors] provide a common sense lesson on understanding one's comfort zone and linking the importance of culture to sales productivity. This book should be required reading for every sales executive whether their business is national or international." -- Robert A. Ingram, Vice Chairman Pharmaceuticals, GlaxoSmithKline "With their new book... , Earl Honeycutt and Lew Kurtzman have cut straight to the heart of a topic that affects all of us... This book will be an effective arrow in the quiver of salespersons who sell to buyers from other cultures."  -- Chuck Smith, President and CEO, Payment Processing, Inc. "I found a wealth of useful information relative to dealing with potential customers that come from a totally different background. In the scientific field there is a wide variety of foreign-trained scientists, and knowing how to successfully interface with them is absolutely vital..." -- Robert S. Cooley, President, Prime Separations, Inc. "Honeycutt and Kurtzman ... develop an outstanding blueprint for selling cross culturally. Selling Outside Your Culture Zone gives sales professionals the confidence necessary to sell effectively in today's diverse marketplace." -- Matt Ingram, Sales Specialist, Sankyo Pharma "Employing sales strategy successfully requires a balanced approach of understanding your culture, as well as that of your targeted audience... I recommend this book to any sales team operating in multi-cultural selling situations." -- Stephen R. Fisher, Director, U.S. Sales, Stanley Security Solutions, Inc.

Selling Outside Your Culture Zone: A Guide for Sales Success in Today's Cross-Cultural Marketplace

Earl D. Honeycutt

Lew Kurtzman

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