Non-Manipulative Selling 在线下载 pdf mobi 2025 epub 电子版

Excerpted from Non-Manipulative Selling by Anthony J. Alessandra, Phil Wexler, Rick Barrera, Tony Alessandra and Rick Barrea. Copyright ? 1992. Reprinted by permission. All rights reserved

In 1974, Tony Alessandra was a marketing professor at Georgia State University teaching professional selling to undergraduates. Phil Wexler was the Vice President of Marketing and Sales for a burglar alarm company in Atlanta, Georgia. One of Phil's major responsibilities was recruiting, selecting, training and managing residential security system sales people.

We went to high school together and have been close friends since 1963. During the 11 years from 1963 to 1974, we were continually involved in business and selling projects together. In addition, no matter where we were, we continued to discuss our philosophies of selling, much to the chagrin of our wives.

One day in 1974, we were sitting in Phil's living room discussing the uneasiness we both felt over our dual lives. On the one hand, we had a philosophy of life about treating family and friends with openness, integrity and respect. On the other hand, during business hours we had to discard those values to make our livings selling or teaching sales. Our selling techniques were fraught with tricks, innuendo, shades of gray, and psychological manipulation of our customers. We were no different than other sales people or marketing professors. On that fateful night in 1974, we decided to create another way to sell that was more consistent with our personal philosophies. From that seed, the philosophy and practice of non-manipulative selling grew.

In mid-1975, the first edition of Non-Manipulative Selling rolled off the press in the form of a seminar workbook. We tested the concept in training programs and constantly revised the material based on the feedback we received. After three and a half years of testing the concepts with thousands of sales people across the United States in dozens of industries, Non-Manipulative Selling was released as a book (Courseware, 1979).

When we first wrote Non-Manipulative Selling there were only a handful of people around the country advocating similar philosophies. In addition to us, people such as Larry Wilson with his Counselor Selling Program and Mack Hanan with his Consultative Selling Program went against the grain of the current sales thought. Today, the tide has truly turned. There are thousands of people teaching concepts similar to Non-Manipulative Selling.

Speakers and consultants have jumped on the bandwagon as well, preaching value added selling, participative selling and other variations of the Non-Manipulative theme. Upon close examination, however, both in print and in live consultation, the vast majority of "experts" prove to be inconsistent. They give lip service to the philosophy, but continue to teach skills and techniques that are merely modified versions of the traditional hard sell. They are the proverbial wolves in sheep's clothing.

One reason consultants are inconsistent is they do not like to rock their clients' boats. The non-manipulative approach may rattle the cages of traditional salespeople who rely mostly on their sales pitches, closing techniques and objection handling skills to make a sale. Sales managers who teach manipulative skills also resist the philosophical changes. Therefore, many consultants water down their concepts to make them more "acceptable" to a larger number of clients.

WHY A NEW EDITION OF NON-MANIPULATIVE SELLING? It has been more than eight years since the first edition of Non-Manipulative Selling was published as a book. In that time, we have collectively presented more than 1,500 programs to more than a quarter-million people around the world. In addition, over 100,000 people purchased the book. Readers, seminar participants and a new member of our organization, Rick Barrera, have re-energized the concepts of Non-Manipulative Selling. Their collective input and specific suggestions have moved the book forward several generations. The philosophies of Non-Manipulative Selling have not changed, only the concrete steps and activities. This edition of the book has been significantly modified and expanded to include the suggestions of the sales people "in the trenches" who took the time to tell us how non-manipulative selling worked for them and how it can work better for everyone.

Over the last 12 years, non-manipulative selling has proven to be so successful that it was put on film by Walt Disney Productions, produced as a 5-part video sales training program by Coronet/MTI (Simon & Schuster Communications) and recorded as an audio cassette program by Nightingale-Conant. Many of our other successful training programs such as Relationship Strategies, Marketing as a Philosophy, Not A Department and the Art of Managing People grew out of the basic philosophies of Non-Manipulative Selling.

Non-manipulative selling has become the preferred sales philosophy of many Fortune 500 companies including IBM, Ford, IDS/American Express, Redkin Laboratories, Arthur Anderson & Company, Xerox, Loew's Hotels, American City Business Journals, AT&T, Union Bank, Hewlett Packard, Indepdendent Insurance Agents of America, Days Inns of America, Telecheck, Snelling & Snelling, Memorex Corporation, Tom James Clothiers, Dictagraph Security Systems and hundreds of others who have embraced the our concepts in seminar, audio, video and book form.

This new edition of Non-Manipulative Selling was written for people who aspire to selling with professionalism. By adopting and practicing the skills in this book, you will enter the elite five percent of sales people who can virtually write their own tickets regarding earnings, choice of geographical location, industry, company and lifestyle. These are the sales people who are making more money than many corporate presidents. It is not easy to be in the top five percent of anything, however, the knowledge you gain from this book plus your dedication and hard work will get you there. But first you have to want it.

A.J.A.

P.S.W.

La Jolla, CA.

Nov. 1986

Book Dimension :

length: (cm)21.4 　　　 　　　　　 　　　　　 width:(cm)14.5

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书籍介绍

Excerpted from Non-Manipulative Selling by Anthony J. Alessandra, Phil Wexler, Rick Barrera, Tony Alessandra and Rick Barrea. Copyright ? 1992. Reprinted by permission. All rights reserved

In 1974, Tony Alessandra was a marketing professor at Georgia State University teaching professional selling to undergraduates. Phil Wexler was the Vice President of Marketing and Sales for a burglar alarm company in Atlanta, Georgia. One of Phil's major responsibilities was recruiting, selecting, training and managing residential security system sales people.

We went to high school together and have been close friends since 1963. During the 11 years from 1963 to 1974, we were continually involved in business and selling projects together. In addition, no matter where we were, we continued to discuss our philosophies of selling, much to the chagrin of our wives.

One day in 1974, we were sitting in Phil's living room discussing the uneasiness we both felt over our dual lives. On the one hand, we had a philosophy of life about treating family and friends with openness, integrity and respect. On the other hand, during business hours we had to discard those values to make our livings selling or teaching sales. Our selling techniques were fraught with tricks, innuendo, shades of gray, and psychological manipulation of our customers. We were no different than other sales people or marketing professors. On that fateful night in 1974, we decided to create another way to sell that was more consistent with our personal philosophies. From that seed, the philosophy and practice of non-manipulative selling grew.

In mid-1975, the first edition of Non-Manipulative Selling rolled off the press in the form of a seminar workbook. We tested the concept in training programs and constantly revised the material based on the feedback we received. After three and a half years of testing the concepts with thousands of sales people across the United States in dozens of industries, Non-Manipulative Selling was released as a book (Courseware, 1979).

When we first wrote Non-Manipulative Selling there were only a handful of people around the country advocating similar philosophies. In addition to us, people such as Larry Wilson with his Counselor Selling Program and Mack Hanan with his Consultative Selling Program went against the grain of the current sales thought. Today, the tide has truly turned. There are thousands of people teaching concepts similar to Non-Manipulative Selling.

Speakers and consultants have jumped on the bandwagon as well, preaching value added selling, participative selling and other variations of the Non-Manipulative theme. Upon close examination, however, both in print and in live consultation, the vast majority of "experts" prove to be inconsistent. They give lip service to the philosophy, but continue to teach skills and techniques that are merely modified versions of the traditional hard sell. They are the proverbial wolves in sheep's clothing.

One reason consultants are inconsistent is they do not like to rock their clients' boats. The non-manipulative approach may rattle the cages of traditional salespeople who rely mostly on their sales pitches, closing techniques and objection handling skills to make a sale. Sales managers who teach manipulative skills also resist the philosophical changes. Therefore, many consultants water down their concepts to make them more "acceptable" to a larger number of clients.

WHY A NEW EDITION OF NON-MANIPULATIVE SELLING? It has been more than eight years since the first edition of Non-Manipulative Selling was published as a book. In that time, we have collectively presented more than 1,500 programs to more than a quarter-million people around the world. In addition, over 100,000 people purchased the book. Readers, seminar participants and a new member of our organization, Rick Barrera, have re-energized the concepts of Non-Manipulative Selling. Their collective input and specific suggestions have moved the book forward several generations. The philosophies of Non-Manipulative Selling have not changed, only the concrete steps and activities. This edition of the book has been significantly modified and expanded to include the suggestions of the sales people "in the trenches" who took the time to tell us how non-manipulative selling worked for them and how it can work better for everyone.

Over the last 12 years, non-manipulative selling has proven to be so successful that it was put on film by Walt Disney Productions, produced as a 5-part video sales training program by Coronet/MTI (Simon & Schuster Communications) and recorded as an audio cassette program by Nightingale-Conant. Many of our other successful training programs such as Relationship Strategies, Marketing as a Philosophy, Not A Department and the Art of Managing People grew out of the basic philosophies of Non-Manipulative Selling.

Non-manipulative selling has become the preferred sales philosophy of many Fortune 500 companies including IBM, Ford, IDS/American Express, Redkin Laboratories, Arthur Anderson & Company, Xerox, Loew's Hotels, American City Business Journals, AT&T, Union Bank, Hewlett Packard, Indepdendent Insurance Agents of America, Days Inns of America, Telecheck, Snelling & Snelling, Memorex Corporation, Tom James Clothiers, Dictagraph Security Systems and hundreds of others who have embraced the our concepts in seminar, audio, video and book form.

This new edition of Non-Manipulative Selling was written for people who aspire to selling with professionalism. By adopting and practicing the skills in this book, you will enter the elite five percent of sales people who can virtually write their own tickets regarding earnings, choice of geographical location, industry, company and lifestyle. These are the sales people who are making more money than many corporate presidents. It is not easy to be in the top five percent of anything, however, the knowledge you gain from this book plus your dedication and hard work will get you there. But first you have to want it.

A.J.A.

P.S.W.

La Jolla, CA.

Nov. 1986

Book Dimension :

length: (cm)21.4 　　　 　　　　　 　　　　　 width:(cm)14.5

• 作者：小七 发布时间：2011-08-10 14:25:51

  未完成，下次接着看

• 作者：吴登淡 发布时间：2010-08-05 00:08:22

  狗屎

• 作者：Eileen 发布时间：2019-11-02 09:29:38

  考试用书，相比老版本而言，革新了很多内容

• 作者：曲晓 发布时间：2018-03-26 13:35:26

  说的特别玄乎的感觉，我试了一下，眼睛都看花了

• 作者：番薯丸 发布时间：2024-04-22 14:30:10

  阅读治学之法细细讲来，当真是金针度人。看《朱子读书法》所提到“静心、宽心、虚心、静心”的心境、“八面受敌”的方法、“觅罅缝处”的读法，比照自己读书之浮躁懒惰，自惭形秽。

• 作者：maggie 发布时间：2007-12-07 21:34:53

  领导力就是感染力。管理者读本。

• 久病成良药

  作者：xtlt002 发布时间：2020-06-01 09:30:20

  新冠疫情当前，人们迫切期待新药的出现，但纵观历史成功的新药研发周期通常5-20年，还有不少失败的新药导致更多人的“牺牲”。新药的原理是通过通过免疫应答来获得免疫能力，而如何建立新药与免疫系统的关系，则是一门高深的生物科学。

  新药可诱发主动免疫和被动免疫，主动免疫就是诱导机体产生免疫力来形成长久的保护，被动免疫就是接种免疫反应产物来获得免疫能力，比如血清，与主动免疫不同，被动免疫形成的是短期保护。大家都希望新药就是特效药，某种程度上仍然是急功近利的心理反应。新药除了药到病除之外，还应具有安全性，副作用小，不引发新的疾病，易储存，成本低等。

  人生五谷杂粮，总会暴露在细菌、病毒、微生物的面前，正如没有人是不生病的。《新药的故事2》的出版背景正是新冠疫情肆虐之际，阅读此书的受众应不完全是专业的医务工作者，更多的是希望自我健康与长寿的普通非专业读者。

  严格地说，《新药的故事2》并不是一本故事书，而是一本说明书。在列举了十种主要疫病（常见的、非常见的）的过程中，让读者了解到生病是一件很正常的事情，正如饮食、喝水、睡眠等生理功能一样，尤其当我们在社会压力急剧增加的同时，生病只是提醒我们该调整生活节奏，不要无节制地追求身外之物。

  在新药研发过程中，不仅仅从生物学考量，更多的是基于商业出发点。当一种疫病没有出现时，或者尚未流行时，它不会引起新药研究者的注意，毕竟任何研究不仅耗费金钱成本，而且需要时间成本。商业原则的存在，就让我们面前研发的新药具有较强的针对性，在本着治病救人的同时也带来人类生活习惯和社会属性的变迁。

  《新药的故事2》涉及的医学专用名词很多，但为了让叙述更加科学，作者梁贵柏及他的团队已经极尽科普之能，用比较、比喻、拟人的方式将复杂不确定的医学名词，引入普通读者的生活，让我们在知其然的同时，知其所以然，尽管仍然是“表面文章”。

  《新药的故事2》更多地向读者说明了人生病了，该如何办，正是有问题，才有方法，而不是告诉人如何不生病。对于后者，在实践生活中是绝对不可能的，更多的是一厢情愿。或许很多读者都曾经思考，如果人不生病多好，可以人还是生病得好。生病时可以停下无序的劳作，静心思考人生哲学，甚至像一些名人，在冥思苦想之极，仍然不能破解科学之谜，但在病中，却实实在在地把问题想明白了，从而在人类已有的认知范围中取得重大突破。

• 杀死一只知更鸟

  作者：树上的柯希莫 发布时间：2013-08-01 17:32:36

  今天终于拖拖拉拉地读完了哈珀•李的成名作——《杀死一只知更鸟》。有些小感触，作文以记之。

  首先 ，故事的背景是大萧条时期的美国。虽然林肯早已签署了《解放黑奴宣言》，南北方也因此干了一仗，但当时的美国特别是南方，还残留着种族歧视观念。由于南北战争的教训，大多数美国人已经摈弃了对黑人的歧视，但仍有部分固执的美国人坚持称黑人为“黑鬼”，不肯放弃他们固有的观念。主人公斯库特的父亲阿蒂克斯是一个南方小镇上的一位律师。小镇上的黑人劳工汤姆被白人农民尤厄尔诬告，尤厄尔指控汤姆强奸了他女儿马耶拉，但事实是马耶拉由于父亲长期的压抑而对汤姆产生了感情，尤厄尔知道后恼羞成怒，觉得自己的女儿和一个黑人在一起简直是毁了他们家族的名声，让他在镇上没脸面待下去，于是毒打了马耶拉一顿，然后教唆并威胁她一起诬陷汤姆，说是汤姆强奸并打伤了她。阿蒂克斯为了他内心坚守并教育孩子的正义和公平精神，做了汤姆的辩护律师。开始的时候镇上的人们都不理解甚至瞧不起阿蒂克斯，说他“替黑鬼帮腔”。在庭审现场，阿蒂克斯的发言感染了所有观众，告诉了他们何为平等，何为公正，但由于陪审团成员的种族歧视倾向，无辜的汤姆最终还是被判有罪。

  整个故事给我最深的三点感受，或者说是三个关键词，是教养、勇气、平等。我曾经想，穿阿玛尼是否比穿班尼路显得更有教养。现在我觉得阿玛尼看起来的确更体面，但那与教养无关。教养是一种发自内心的气质，是早已深刻地内化并指导一个人行为的一种风度。书中的父亲阿蒂克斯十分注重对孩子教养方面的教育，所以他和他雇的家庭保姆卡波妮在这方面能给两个孩子正确有效的指导。比如斯库特有一次邀请一个穷人家的同学到她们家吃午餐，那个同学吃法很怪，几乎把一整罐糖浆全泡在饭里。为此斯库特在餐桌上一直含沙射影地抱怨。卡波妮听到后把她叫到厨房，对她说了这么一段话：“有些人不像我们这样吃饭，可是你不能在饭桌上给人家当面指出来。那孩子是你的客人，就算他要吃桌布，你也随他便......”斯库特回了一句“他不是客人，他只是一个坎宁安家的人......”卡波妮立刻生起气来：“你给我闭嘴！不管他是谁，只要踏进这家门，就是你的客人。别再让我逮到你又对人家说三道四，好像你有多高贵似的！你们家人也许比坎宁安家的人要好，可是你这样羞辱人家，就是一钱不值！”后来斯库特在学校因为阿蒂克斯帮黑人打官司而受了同学的嘲笑，当她跟阿蒂克斯说一定要给他们一顿教训时，阿蒂克斯笑着说：“不要打架，斯库特。明天你经过他们时，昂起头，迎过去，做个绅士。”这种气质让我想到了“寡言君子”梅贻琦先生。阿蒂克斯和梅贻琦先生一样，对于周围的人和事都怀有一种“温情与敬意”，这也是他们赢得人们的广泛尊敬的原因。书中阿蒂克斯那种不紧不慢的高贵气质，是值得我辈学习的。

  二是关于勇气。当阿蒂克斯决定为汤姆辩护时，其实是需要很大的勇气的。他甚至一开始就知道他不可能赢得这场官司，只因为被告是黑人，但他还是选择了承担和面对。他教育儿子杰姆的一段话完整地表达了在那种背景下他对于“勇敢”的理解：“勇敢是：当你还未开始就已知道自己会输，可你依然要去做，而且无论如何都要把它坚持到底。你很少能赢，但有时也会。”勇敢不应该是纯粹的无所畏惧——那样的勇敢只是一种鲁莽。真正的勇敢还应包括一种使命感，一种对自己坚持的事抱有的退无可退的决绝。阿蒂克斯的这句话，也许很好地解释了为什么历代文人墨客更倾向于对荆轲歌颂赞美而非批评反对。荆轲的所作所为，正是使命感式的“知道自己会输但依然去做，而且坚持到底”。

  第三是关于平等。其实这一点是和勇气联系在一起的。因为在外部条件极为不利的情况下，追求平等本身就是一种勇气。在书中的庭审现场，阿蒂克斯的一段精彩的发言让我不禁击节叫好：“我们知道，人并不像某些人强迫我们相信的那样生来平等——有些人比别人聪明，有些人生来就比别人占优势，有些男人比别的男人挣钱多，有些女士的蛋糕比别的女士做得好，有些人天生就比大多数人有才华。可是，在这个国家里，有一种方式能够让一切人生来平等——有一种人类社会机构能够让乞丐平等于洛克菲勒，让蠢人平等于爱因斯坦，让无知的人平等于任何大学的校长。这种机构，先生们，就是法庭......就像任何社会机构一样，我们的法庭也有它的缺陷，但在这个国家中，我们的法庭是最伟大的平等主义者。在我们的法庭中，一切人都是生来平等的。”于是我想，法庭是一个国家和社会在平等、公正方面的底线；而法治精神，也许是一个国家和民族生存的最基本素质。而这种精神，是我们国家自古以来所一直缺少的。随便举个例子，四大名著中的《水浒传》被奉为经典，当然主要是出于文学上的考察。但如果我们换个角度来看这部作品，我倒认为里面充斥着大量文化糟粕。比如所谓的“江湖义气”、“大哥文化”，毫无法治精神和秩序意识。古希腊的苏格拉底明知自己没错却还坚持接受议事会（相当于那时候的法庭）的判决而服毒，这才是彻头彻尾的法治精神。因为用一个错误去反抗另一个错误，本身就是一个更大的错误。

  总之这是本好书，向所有朋友推荐。