t books
The psychology of persuasion
Robert B. Cialdini – 2021 - Harperbusiness – 568 pages

Influence

2022 November 17 | by Arduino Mancini Effective thinking - Resilience - Sales

Before I tell you why it is in your interest to read this book, I would like you to answer a few questions: Why do we buy more from a kind and/or good-looking person than from one we do not find so pleasant? Why when someone invites you to dinner you feel obliged to return […]

The Comprehensive Handbook for Managing Your Company's Most Important Strategic Asset
Noel Capon - The Free Press - 2010

Key Account Management and Planning

2019 June 13 | by Arduino Mancini Sales

The vastly increased level of competitive intensity faced by corporations and the increased costs of selling have radically changed the nature of the traditional selling process. Key or “strategic” accounts have now become a company’s most important asset, in some cases supplying in excess of 80 percent of a firm’s revenues. Here, in one powerful […]