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Why the PSS is Unique |
Professional Selling SkillMap TM Research Bibliography
Research Bibliography The following informational resources contributed to the development, refinement and validation of a consultative selling skills model upon which the Professional Selling SkillMap is based. Training Programs Consultative Selling, Impact Learning Systems International Impax, Impax Corporation Strategic Selling, Miller Heiman The Consultative Salesperson, Wilson Learning Action Selling, The Sales Board BASE for Sales Excellence, Acclivus Professional Selling Skills, Achieve Global Consultative Selling Skills, Forum Corporation Customer-Oriented Selling, Vital Learning Mastering the Complex Sale, Prime Resource Group The Psychology of Selling, Brian Tracy Mastering Persuasion Techniques, Anthony Robbins Track Selling, Max Sacks International Integrity Selling, Integrity Selling Systems Buyer Focused Sales, Xerox Corporation
Articles “A Conversation With Deborah Tannen,” Sales and Marketing Management, April 1991, p.38 “Beyond Customer Satisfaction” Joan Fredericks/Jim Slater, Management Review, May 1995 p. 29 Brown, S. And Peterson, R. “The Effect of Effort on Sales Performance and Job Satisfaction,” Journal of Marketing, April, 1994 Chowdhury, J. “The Motivational Impact of Sales Quotas on Effort.” Journal of Marketing Research, Feb., 1993 Hite, R. And Bellizzi. “Differences in the Importance of Selling Techniques between Consumer and Industrial Salespeople.” Journal of Personal Selling and Sales Management, Nov., 1985 Krapfel, R., Salmond, D. And Spekman, R. “A Strategic Approach to Managing Buyer-Seller Relationships,” European Journal of Marketing, Vol. 25, 1991 Peppers, Don/Rogers, Martha. “The End of Mass Marketing,” Marketing Tools, March/Apr 1995. “This Is Not Your Father’s Sales Training,” Business Week, April 18, 1994, McGraw-Hill, Inc.
Studies “Her Place at the Table: A Consideration of Gender Issues in Negotiation”, Kolb and Coolidge, Program on Negotiation at Harvard Law School, 1988 “Sales Competencies for The 21st Century,” Mohr, Inc., Ridgefield, Connecticut, 1998
Textbooks Alessandra, Anthony J.; Wexler, Phillip S. Non-Manipulative Selling (1992), Reston, VA: Prentice-Hall. Allessandra, Tony, Phil Wexler and Rick Berrera. Collaborative Selling (1993), John Wiley & Sons. 1993. Andreas, Connirae, and Andres, Steve, Core Transformations (1994), Real People Press. Andreas, Steve, and Faulkner, Charles. NLP: The New Technology of Achievement (1994), Quill, William Marrow, 1994.
Bagley, Dan S. III & Reese, Edward J.
Beyond Selling, How To Maximize Your Personal Influence,
Meta Publications, 1988. Beckwith, H. Selling the Invisible: A Field Guide to Modern Marketing. NY: Warner Books, 1997. Bellman, Geoffrey, The Consultant's Calling - Bringing who you are to what you do (1990), Jossey-Bass. Bennis, Warren. On Becoming A Leader, Addison Wesley, 1990 Black, Robert, and Jan Srygley-Mouton. Guideposts For Effective Salesmanship (1970), Chicago: Playboy Press. Blessington, Mark and O'Connell, Bill. Sales Re-Engineering from the Outside In (1995), McGraw Hill. Block, Peter, Flawless Consulting - A guide to getting your expertise used (1981), Pfeiffer and Co. Bolton, Robert and Dorothy Grover. People Styles At Work (1981) New York: American Management Association. Breslin, J. Wm. Negotiation Theory and Practice, / Jeff Rubin, Harvard, 1991 Brooks, Michael. Instant Rapport, Warner Books, 1989. Brooks, Michael. The power of Business Rapport, HarperCollins Publishers, 1991. Brooks, William T. High Impact Selling (1992), New Jersey: Prentice-Hall. Brown, Ronald. From Selling to Managing, ANACOM, 1997 Camp, Robert C. Benchmarking, The Search For Industry Best Practices That Lead To Superior Performance (1989), ASQC Quality Press. Carew, Jack. You'll Never Get No For An Answer (1985), New York: Simon & Schuster. Carnegie, Dale. How to Win Friends and Influence People (1981), Pocket Books. Cathcart, Jim. Relationship Selling: The Key to Getting and Keeping Customers (1990), Perigree Books, New York, NY. Cialdini, Robert B. Influence: The psychology of persuasion. NY: Quill: William Morrow, 1993 Cocoran, K., Petersen, L, Baitch, D. & Barrett, M. High Performance Sales Organizations, Irwin, 1995. Conger, J. A. Winning 'em over: A New Model for Managing in the Age of Persuasion (1998) NY: Simon & Schuster.
Conner, Daryl. Managing at the Speed of Change: How Resilient
Managers Succeed and Prosper Conner, Richard & Davidson, Jeffrey. Getting New Clients (1996), Wiley & Sons. Connor, Dick. Increasing Revenue from your Clients (1989), John Wiley & Sons, New York, NY. Corcoran/Petersen/Baitch. High Performance Sales Organizations (1995) Irwin Professional. Craig/Kelly. Sales Training Handbook (1990), Prentice Hall. Daley, K., with Wolfe, E. Socratic Selling: How to Ask the Questions that Get the Sale (1996), Irwin Professional Pub. Day, George. Market Driven Strategy, Simon & Schuster, 1990 DeRose, L. Value Selling, AMACOM, 1996 Drucker, Peter. Innovation and Entrepreneurship, Peter Drucker, Harper, 1993 Drucker, Peter. Managing in Turbulent Times, Harper, 1993 Ellinor, Linda and Gerard, Glenna. Dialogue, Rediscover the Transforming Power Of Conversation (1998), John Wiley and Sons. Fisher, Roger and Ury, William. Getting to Yes - Negotiating Agreement without giving in (1991), Penguin. Fisher, Roger. Getting To Yes (1981), Howard Mifflin Company, NY, New York. Freund, James. Smart Negotiating (1992), Simon & Schuster, NY, New York. Futrell, C. Fundamentals of Selling, 4th ed., Irwin Publishers, 1993 Gardner, J.W. On Leadership, Free Press, 1990 Garofalo, Gene. Sales Manager's Desk Book, Prentice-Hall, 1990 Goldner, P. S. Red-Hot Customers: How to Get Them; How to Keep Them. Worcester, MA: Chandler House Press, 1999 Goleman, Daniel. Working With Emotional Intelligence (1992), Bantam Books, NY, New York. Gretz, K., Drozdeck, St. & Wiesenhutter, W. Professional Selling: A Consultative Approach, Irwin, 1996 Grinder, John, and Bandler, Richard. The Structure of Magic I (1975), Science and Behavior Books. Grinder, John, and Bandler, Richard. The Structure of Magic II (1976), Science and Behavior Books. Haas and Ernest. Principles of Creative Selling. Third edition. (1978), Glencoe Publishing Company Inc. Hafer, J. The Professional Selling Process, West Publishing, 1993 Hammond, S. A. The Thin Book of Appreciative Inquiry. Plano, TX: Thin Book Publishing, 1996 Hanan, Mack. Consultative Selling (1990), Amacom. Handy, Charles. Age of Unreason, McGraw Hill, 1992 Hartley, Robert. Sales Management, Merrill Publishing Co., 1989 Heiman, Stephen E. The New Strategic Selling : The Unique Sales System Proven Successful by the World's Best Companies, January 1998 Heiman, Stephen E., Daine Sanchez with Tad Tuleja, The New Conceptual Selling (1999), Warner Books, New York, NY. Heiman, Stephen E., Daine Sanchez with Tad Tuleja, The New Strategic Selling (1998), Warner Books, New York, NY. Holden, Jim. Power Base Selling (1990), John Wiley & Sons, New York, NY. Imparato & Harari,. Jumping the Curve, Jossey-Bass, 1994 Ingram, Thomas & LaForge, Raymond. Sales Management, Dryden Press, 1989 Joy, Nicki. Selling Is A Woman’s Game, Avon Books, NY, New York, 1994. Joy, Nicki. Selling Is A Woman's Game (1994), Avon Books, NY, New York. Kaplan, Robert S. and Norton, David P. The Balanced Scorecard (1996), Harvard Business School Press. Kelley, R.. The Power of Followership, , Doubleday, 1992 Laborde, Genie, Influencing with Integrity (1983), Syntony Publishing. Lakein, Alan. How To Get Control Of Your Time And Your Life (1973), Chicago: Signet. Ley, D. Forbes. The Best Seller, Sales Success Press, 1990 Mackay, Harvey. Beware the Naked Man Who Offers You His Shirt, Ivy, 1991 Mackay, Harvey. How To Swim With The Sharks, Fawcett/Random House, 1996 Magrath, Alan. The Revolution in Sales and Marketing, AMACOM, 1991 Mahfood, Philip. Teleselling, High Performance Business to Business Phone Selling Techniques, Probus Publishing, 1991 McDermott, Lynda. Caught in the Middle, Prentice Hall, 1992 McGill/Slocum. The Smarter Organization, John Wiley, 1994 McGonagle John. Age of Competitive Intelligence, Quorum Books 1999 Mercer, David. High-Level Selling, Gulf Publishing Co., 1991 Miller, Robert B., Stephen E. Heiman with Tad Tuleja. Conceptual Selling (1987), Warner Books, New York, NY. Miller, Robert B., Stephen E. Heiman with Tad Tuleja. Strategic Selling (1987), Henry Holt, New York, NY. Miller, Robert B., Stephen E. Heiman with Tad Tuleja. Successful Large Account Management (1991), Henry Holt, New York, NY. Montgomery, Robert L. Listening Made Easy (1981) New York: Amacom. Myers, Gerry, Targeting The New Professional Woman, Probus Publishing Company, Chicago, Illinois, 1994 Nesbit, Robert and Arthur Miller. Making A Sales Manager: A Sales Manager's Survival Guide (1992) Probus Press. Newton, Derek. Sales Force Management and Cases, BPI/Irwin, 1990 Nichols, Ralph G. and Leonard A. Stevens. Are You Listening? (1957) St. Louis: McGraw-Hill. O'Connor, Joseph and Seymour, John, Training with NLP (1994) Harper Collins. Ogilvy David. Ogilvy on Advertising, Random House, 1985 Patton, Bruce & Heen, Shelia. Difficult Conversations, 1998 Peeler, George H. Selling In The Quality Era (1996), Blackwell. Peoples, David A. Selling to the Top (1993), John Wiley & Sons, New York, NY. Peters, Tom. The Pursuit of Wow!, Random House, 1995 Peters/Waterman. Liberation Management, Random House, 1993 Peters/Waterman. Search for Excellence, Mercer Univ Press, 1982 Popcorn, Faith and Marigold, Lys, Clicking: 16 Trends to Future Fit Your Life, Your Work and Your Business. Harper Collins, New York, NY, 1996. Porter, Michael. Competitive Advantage, Simon & Schuster, 1997 Rackham, N. & De Vincentis, J. R. Rethinking the Sales Force: Redefining Selling to Create and Capture Customer Value. NY: McGraw-Hill, 1999 Rackham, N. Spin Selling: The Best-Validated Sales Method Available Today: Developed from Research Studies of 35,000 Sales Calls. NY: McGraw-Hill, 1998 Rackham, Neil and Deincentis, John R. Rethinking the Sales Force: Redefining Selling to Create and Capture Customer Value (1999), McGraw Hill. Rackham, Neil and Richard Ruff. Managing Major Sales (1991), Harper Business, New York, NY. Rackham, Neil, Lawrence Friedman and Richard Ruff. Getting Partnering Right (1996), McGraw-Hill, New York, NY. Rackham, Neil. Major Account Sales Strategy (1989), McGraw-Hill, New York, NY. Rackham, Neil. SPIN Selling (1988), McGraw-Hill, New York, NY. Reid, A. Modern Applied Selling, Prentice-Hall, 1990 Richardson, Jerry, The Magic of Rapport (1987), Meta Communications. Richardson, L. Sales Coaching: Making the Great Leap from Sales Manager to Sales Coach. McGraw-Hill, 1996 Robbins, Anthony, Unlimited Power (1986), Ballentine Books. Schultz/Robinson. Sales Promotion Essentials: The 10 Basic Techniques, Natl. Textbook Corp., 1993 Schwartz, Arnold. Dynamic Professional Selling, Nichols Publishing, 1988 Senge, P. M. The Fifth Discipline: The Art & Practice of the Learning Organization. NY: Currency Doubleday, 1990 Sewell, Carl. Customers For Life, Simon & Schuster, 1991 Shariroff, Martin & Shook, Robert. Successful Telephone Selling in the '90s, Perennial Library (Div. of Harper & Row), 1991 Shook, Robert. High Pressure Selling Techniques that Work, William Morrow and Company, Inc. Smith, George. The Sales Quality Audit, ASCQ Quality Press, 1995 Spina, Vicki. Getting Hired in the 90's, Dearborn Trade, 1995 Stanton, W., Buskirk, R. and Spiro, R. Management of a Sales Force, Irwin Publishers, 8th ed., 1991 Stumm, David. Developing Negotiation Skills in Sales Personnel, Quorum Books, 1987 Tannen, Deborah, You Just Don’t Understand, William Morrow and Company, 1990. Tannen, Deborah. Talking From 9 To 5 (1994), William Morrow and Company, Inc., NY, New York. Teacy / Wiersema. Discipline of Market Leaders, Addison Wesley, 1997 Trout, J.; Rivkin, S. Differentiate or Die: Survival in Our Era of Killer Competition. Wiley, 2000 Ury, William, Getting Past No, Bantam Books, 1991. Vass, Jerry. Soft Selling in a Hard World: Plain Talk on the Art of Persuasion (1993), Running Press, Philadelphia, PA. Waitley, Denis. Being the Best, Simon & Schuster, 1989 Weiss, A. Good Enough Isn't Enough: Nine Challenges for Companies that Choose to Be Great, AMACOM, 2000 Weitz, B., Catleberry, S., and Tanner, J. Selling: Building Partnerships, Irwin Publishers, 1995, 2nd ed. Welch, C. and Geissler, P. Total Quality to Sales, ASQC Quality Press, 1995 Werth, J. & Ruben, N. E. High Probability Selling: Re-invents the Selling Process. ABBA Publishing, 1999 Whiteley, Richard and Hessan, Diane. Customer Centered Growth (1996), Addison-Wesley Publishing Company, Reading, MA, 1996. Whiteley, Richard C. The Customer Driven Company (1991), Addison Wesley. Willingham, Ron. Integrity Selling, Doubleday Publishers, 1987 Ziglar, Zig. Ziglar on Selling, Oliver Nelson, A Division of Thomas Nelson Publishers, 1991.
Please note – the assessment accurately measures AN INDIVIDUAL’S relative strengths and weakness in the 20 categories. Since internal bias will tend to be consistent across all skill categories, even if an individual’s overall self-perception is overly positive or negative, the relative relationship between strengths and weaknesses will still be valid. For optimum results, the Professional Selling SkillMap should be administered in an environment that minimizes distractions and anxiety. This will increase accuracy and the likelihood that respondents will accept the results as valid.
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