The Entrepreneurial Conversation: The Powerful Way to Create Mutually Beneficial, Long-Term Business Relationships Paperback – Apr 1 2006
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About the Author
Edward G. Rogoff is the author of Bankable Business Plans. He is a professor in the department of management and the academic director of the Lawrence N. Field Center for Entrepreneurship and Small Business at Baruch College. He has served as a CEO for two media companies that owned more than 20 radio stations and as a consultant for a variety of businesses, including venture capital firms and entrepreneurs. He lives in New York City. Michael Corbett is the author of The 33 Ruthless Rules of Local Advertising and a sales and marketing consultant who has focused much of his work on helping businesses define their marketing in media, retail, and service industries. He lives in Jacksonville, Florida. Perry-Lynn Moffitt is the author of Johnson and Johnson's Guide to Children's Care and A Silent Sorrow: Pregnancy Loss-Guidance and Support for You and Your Family. She lives in New York City.
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By T. K. Flatley - Published on Amazon.com
This is a terrific book that pulls together succinctly the tools one needs to have a productive dialogue, i. e., an "entrepreneurial conversation", with almost anyone. There is a good summary of why so-called traditional selling theories fail, when to recognize and not waste time on unproductive situations and many fine examples of the successful application of entrepreneurial conversation skills. These skills are not just for sales or business. I would recommend this book to anyone whose business, profession or avocation involves the productive exchange of ideas.
By Midwest Book Review - Published on Amazon.com
Authors Edward G. Rogoff and Michael Corbett combine their expertise in The Entrepreneurial Conversation: The Powerful Way to Create Mutually Beneficial, Long-Term Business Relationships, a guide to promoting dialogues that converge toward creative solutions to business problems in a non-adversarial way. Tips, tricks, and techniques from steering conversations away from confrontations that put either or both parties on the defensive, and toward positive consensus-building outcomes range from the simple importance of being a great listener to making time to speak face-to-face to the perils of excessive small talk. Point-by-point recommendations for keeping conversations on track make The Entrepreneurial Conversation an asset to a reader who frequently engages in work- or job-related conversations, whether the reader is personally an entrepreneur or not.
By professor harvey markovitz - Published on Amazon.com
Professor Rogoff has cut through the process of successful selling and networking and has created a basic primer on developing professional selling skills. The first step is creating a level playing field of mutual respect between negotiators. Rogoff shows how to do that. The second step is to learn the 3 secrets of successful professional selling. He demonstrates that so the reader can easily see "how to" do it. It is a simple book with gigantic concepts to be grasped by the serious student of professional selling. I require all of my professional Selling scholars and practitioner clients to read this book. Thanks to Ed for making his research and successful strategies public for our consumption.
By A. Spindell - Published on Amazon.com
There is a wonderful feeling that grows inside as you progress through these pages. You know your getting smarter and being given tools that will help you in all areas of your life. This book is for everyone who wishes to communicate more succcessfully. Rogoff's book empowers you to benefit from more collaborative and proactive conversations in and out of the workplace. The writing is clear, concise and smart. Rogoff demonstartes how to engage your clients, co-workers and even friends in dialogue that benefits all the participants.
By S. Marmora - Published on Amazon.com
This book is a great tool for sales people, not only to improve the sales process but to gain insight into points of view on both sides of the table. The writing here is very clear, direct, and easy to follow without the annoying "sales-y" tone that some sales books have. The key focus is building relationships and trust with customers and how to do that, rather than the pushy overbearing approach that may gain sales in the short term but doesn't gain repeat customers. Highly recommended.
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