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The Entrepreneurial Conversation: The Powerful Way to Create Mutually Beneficial, Long-Term Business Relationships [Paperback]

Edward G. Rogoff , Michael Corbett , Perry-Lynn Moffitt

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Book Description

April 1 2006
With an enlightening combination of real-world advice and relatable examples, this guide introduces communication skills that can facilitate the development of long-lasting business relationships and, in turn, increase sales results exponentially. Following an examination of the three critical elements of the entrepreneurial conversation, the narrative details how to think, speak, and listen like a successful entrepreneur. Chapters tailored to entrepreneurially spirited managers and salespersons explore how these practices may be applied to their day-to-day work environments to identify other parties' core issues and address them in a way that creates win–win results. Wisdom from entrepreneurial luminaries Robert Ezrapour, Milt Kamen, Dick Merians, Chauncey Rapp, Xiaoning Wang, Lloyd Weill, and Don Wilson appears throughout the text to further illuminate how entrepreneurial conversation can consistently achieve beneficial results for all parties involved.

Product Details

  • Paperback: 171 pages
  • Publisher: SummitView Publishing, Inc.; 1 edition (April 1 2006)
  • Language: English
  • ISBN-10: 0966738373
  • ISBN-13: 978-0966738377
  • Product Dimensions: 21.8 x 14 x 1.8 cm
  • Shipping Weight: 159 g

Product Description

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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Most Helpful Customer Reviews on Amazon.com (beta)
Amazon.com: 4.9 out of 5 stars  13 reviews
1 of 1 people found the following review helpful
5.0 out of 5 stars Great Guide to Productive Conversations aka Effective Selling May 7 2006
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.
5.0 out of 5 stars A Must Read For Sales People Jan. 17 2011
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.
5.0 out of 5 stars Great Read Dec 30 2010
By Sarah Herold - Published on Amazon.com
This book is a great, simple guide on how to talk to business people. It explains what you should avoid and what you should make sure you let people know.
If you are a team leader and you have an employee that is having a hard time presenting ideas,selling,or working with customers this is a must read for them.
5.0 out of 5 stars Entrepreneurial Conversation Dec 23 2010
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.
4.0 out of 5 stars This book is used in a 4th level Entrepreneurship Consulting class April 20 2009
By Al Grossman - Published on Amazon.com
I mentor and the Professor I volunteer for loves this book and pushes the students to actually read it and continue to use as a reference. I would recommend it highly.

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