Bag the Elephant: How to Win and Keep Big Customers
[ 2005-09-26 11:02 ]
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Bag the Elephant:How to Win and Keep Big Customers
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Author:Steve Kaplan
List Price:$19.95
Pages: 208
Publisher:Bard Press (September, 2005)
Dimensions: 9.4 x 6.6 x 0.8
ISBN:1885167628
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Bag the Elephantis more than a strategy book; it's packed with proven guidelines, tools, and techniques. Throughout the book you'll find stories, derived from the author's real-world experience, that show you how to put the strategy to work.
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Steve Kaplan has successfully intertwined his vast experiences with a set of sensible protocols, giving business tools to companies on a long term vision for success -- real success -- big success -- well planned success.
Book review
The author has tried to eliminate the intimidation factor, opening the way to aggressive but cautious solicitation of larger companies for more substantial orders. He goes explaining in detail, how to approach contacts despite the bureaucratic red tape, using business psychology, as well as knowledge in procuring deals. He advises learning to live with established obstacles and work around them -- by mail, telephone calls, visits, etc., and repeating the steps as necessary but judicously.
He outlines the art of being confident in identifying targets, knocking doors, and getting access to the "elephant dealer", and all the time focusing on coming face to face with the REAL ELEPHANT. The description of the different personalities of salesmen (The sage, the pal, the pit bull) are appropriately analyzed in dealing with them.
And what happens after negotiating with the "elephant" and even making the big deals? The process in the aftermath of success...and how to avoid problems? The book describes, step by step, issues that could derail a successful operation.
The book is smoothly integrated and easy to read. It is very much like an algorithm that can be followed on a chart.
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Author introduction
Steve Kaplan is the National Director of Enterprise Accounts for Vector ESP, Inc., the nation's largest independent Microsoft Gold-certified partner for Enterprise and Security, and the two-time Citrix Partner of the Year for the United States. Steve is a Microsoft Windows Server MVP and has been a member of the Microsoft Partner Advisory Council. He is co-author of Citrix MetaFrame Access Suite for Windows Server 2003: The Official Guide. Steve has a B.S. from U.C. Berkeley and an MBA from Northwestern's J.L. Kellogg Graduate School of Management.
