Focuses on competitive selling: the range of skills that sales professionals need to reach their full potential. It offers practical, step-by-step advice that salespeople can take to prevent the competition from selling their products or services, revealing the components involved in gaining full control of a sales situation. Discusses a key step in this process—the politics of selling—showing how to establish the right relationships with people who are powerful enough to give the salesper...

Sometimes the people you know best are the ones you should fear the most.Any of the Warners could have been behind the accident. Every one of them had a problem that threatened to tarnish more than their old-money silver.Having spent the past three decades’ worth of summers on Nantucket, the Warners are as much a part of the island as the crust of salt on the ferry. But this year is different: Tripp is no longer the father he was, and it becomes clear that nothing—...

The definitive story of Amazon.com, one of the most successful companies in the world, and of its driven, brilliant founder, Jeff Bezos.Amazon.com started off delivering books through the mail. But its visionary founder, Jeff Bezos, wasn't content with being a bookseller. He wanted Amazon to become the everything store, offering limitless selection and seductive convenience at disruptively low prices. To do so, he developed a corporate culture of relentless ambitio...

The unauthorized biography of John Elway, Hall of Fame Quarterback, two-time Super Bowl Champion, now President of Football Operations and General Manager of the Denver Broncos.John Elway's historic moments are known by two-word phrases. He was at the center of the wildest play in college football history, simply known as "The Play." Before he signed a pro contract, there was "The Trade." His NFL career included "The Drive" and "The Fumble," and, of course, "The He...

A legendary NBA player shares his remarkable story, infused with hard-earned wisdom about the journey to self-mastery from a life at the highest level of professional sportsChris Bosh, NBA Hall of Famer, eleven-time All-Star, two-time NBA champion, Olympic gold medalist, and the league’s Global Ambassador, had his playing days cut short at their prime by a freak medical condition. His extraordinary career ended “in a doctor’s office in the middle of the afternoon.”...

This is a complete and practical guide which highlights the authors' new strategic approaches to selling when the buyer initially declines or is resistant on a sales opportunity. Hopkins and Katt explain that most sales reps take a traditional linear approach to selling, but that the trick in closing is in taking a more creative and circular approach. That's the key.It all starts with how the buyer initially says, "No." Too many sales reps don't pay close attention as to how that's...

From the bestselling author of Flags of our Fathers, Flyboys, and The Imperial Cruise, a spellbinding history of turbulent U.S.-China relations from the 19th century to World War II and Mao's ascent.In each of his books, James Bradley has exposed the hidden truths behind America's engagement in Asia. Now comes his most engrossing work yet. Beginning in the 1850s, Bradley introduces us to the prominent Americans who made their fortunes in ...

NEW YORK TIMES BESTSELLER • The extraordinary true story of the World War II air, land, and sea campaign that brought the U.S. Navy to the apex of its strength and marked the rise of the United States as a global superpower, from the acclaimed author of The Last Stand of the Tin Can Sailors—with original maps and more than 120 dramatic photographs“A masterful, fresh account of the latter days of the war in the Pacific . . . Hornfischer off...

A space-obsessed boy and his dog, Carl Sagan, take a journey toward family, love, hope, and awe in this funny and moving novel for fans of Counting by 7s and Walk Two Moons.11-year-old Alex Petroski loves space and rockets, his mom, his brother, and his dog Carl Sagan—named for his hero, the real-life astronomer. All he wants is to launch his golden iPod into space the way Carl Sagan (the man, not the dog) launched his Golden Record on the Voyager...

This New York Times bestseller is a “masterful” (The Washington Post), “juicy tour of the company [Jeff] Bezos built” (The New York Times Book Review), revealing the most important business story of our time by the bestselling author of The Everything Store.Almost ten years ago, Bloomberg journalist Brad Stone captured the rise of Amazon in his bestseller The Everything Store. Since then, Amazon has expanded exp...

This classic history of America's high-stakes quest to dominate the skies is "a gripping technothriller in which the technology is real" (New York Times Book Review).From the development of the U-2 to the Stealth fighter, Skunk Works is the true story of America's most secret and successful aerospace operation. As recounted by Ben Rich, the operation's brilliant boss for nearly two decades, the chronicle of Lockheed's legendary Skunk Works is a dr...

From its launch in 1920 until its demise in 1951, the magazine Black Mask published pulp crime fiction. The first hard-boiled detective stories appeared on its pages. Dashiell Hammett and Raymond Chandler, Erle Stanley Gardner and John D. MacDonald got their start in Black Mask. The urban crime stories that appeared in Black Mask helped to shape American culture. Modern computer games, films, and television are rooted in the fiction popularized by “the seminal an...