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Title: Dated material
Review: Kinda curious due to the reviews. Not much there, however.This book was written in 2005 or so - and the world in 2011 is a lot different now. The author was employed in sales for eight years back in the 80's - then apparently rode the dot-com boom as sales trainer (lots of sales trainers then), hit the wall with everyone else with the dot-bust and then developed this stuff in mid-2000s. A lot of people who used to sell are now sales trainers.I saw bits and pieces of Miller-Heiman (or Miller-Sanchez or whatever) Solution Selling, SPIN Selling - the author did work at Xerox, which used SPIN and where the creator of Solution Selling worked.The book is basics which are useful if one has no exposure to any sales training or likes simple stuff, and in that regard is an easy read. Maybe that's why it has so many glowing reviews.
