Personal (Business) Bibliography

This post reflects all of the references and resources that have helped to shape my business perspectives over the years. One secret to keeping pace with business is to establish a high priority and investment commitment in personal and career development. I feel that it is important to maintain a competitive edge and consistently increase my marketability by staying current with business. Throughout my career, I have attended numerous seminars, programs and training courses, continuing education programs as well as reading many of the following references. As a result, I must thank all of the business people that I have met in my life that have shared their secrets to success and to all of these authors who have shared their perspectives - they have each played a part in shaping my perspectives and my success today.

1. The Bible
2. The Greatest Salesman in the World (Og Mandino)
3. How to Develop Your Personal Selling Power (Mendal Segal)
4. Successful Cold Call Selling (Lee Boyans)
5. The 5 Great Rules Of Selling (Percy H. Whiting)
6. A Complete Manual of Professional Selling (Vince Pesce)
7. In Search Of Excellence (Thomas Peters/Robert Waterman)
8. The Sale Begins When The Customer Says No (Elmer G. Letterman)
9. The Success System That Never Fails (Stone)

10. Nice Guys Finish First (Deville)
11. Non‑Manipulative Trust‑Bond Selling (Anthony Allesandra)
12. Profitable Salesmanship In The 80's (Gary Goodman)
13. How to Outsell The Born Salesman (Collier McMillian & William Frank)
14. Confident Selling (James Fisher Jr.)
15. The Best Seller (Janet Elsea)
16. The Magic Of Thinking Big In Selling (Jon Doherty & Bob Hoehan)
17. Selling Leverage (William Exton Jr.)
18. The Success Handbook for Sales People (Paul Micali)
19. Kuesel on Closing Sales (Harry Kuesel)

20. Excellence (Dr. John Gardner)
21. Games People Play (Dr. Eric Berne)
22. I'm Ok You're Ok (Dr. Thomas Harris)
23. I Ain't Much Baby ‑ But I'm All I've Got (Dr. Less Lair)
24. The Strategy of Success (Auren Uris)
25. On Your Way To The Top In Selling (Perry Wilber)
26. The Professional Image (Susan Bixler)
27. Inside the Tornado (Geoffrey Moore)
28. New Call Selling ‑ Cold Call Success (Don Beveridge)
29. Negotiate To Close (Gary Karrass)

30. Spin Selling (Neil Rackham)
31. Situational Selling (Paul J. Kelly)
32. Consultative Selling and Key Account Selling (Mack Hanan)
33. Shut‑Up and Sell (Don Sheehan)
34. Secrets of The Master Sellers (Porter Henry)
35. Changing the Game: The New Way to Sell (Larry Wilson/Hersch Wilson)
36. The Third Force: The Psychology of Abraham Maslow (Frank G. Goble)
37. How to Win Friends and Influence People (Dale Carnegie)
38. How to Develop Self‑Confidence and Influence People By Public Speaking Dale Carnegie
39. How I Raised Myself From Failure To Success In Selling (Frank Bettger)

40. Good to Great (Jim Collins)
41. Values-Based Selling: The Art of Building High-Trust Client Relationships (Bill Bachrach)
42. The Purpose Driven Life (Rick Warren)
43. Bottom-Line Selling (Jack Malcolm)
44. Selling to VITO/Five Minutes with VITO (David Mattson)
45. How I Raised Myself from Failure to Success in Selling (Frank Bettger)
46. The Little Red Book of Selling – The Patterson Principles (Jeffrey Gitomer)
47. Selling Through Negotiation: The Handbook of Sales Negotiation Homer B. Smith (AMA)
48. The Project 50 (Tom Peters)
49. How to Master the Art of Selling – Tom Hopkins

50. The Psychology of Selling – Brian Tracy
51. Secrets of Closing the Sale and Zigler on Selling – Zig Zigler
52. Selling to Big Companies – Jill Konrath
53. The Art of War – Sun Tzu
54. The Book of the Five Rings (Miyamoto Musashi)
55. Kinesics: The Power Of Silent Command (Merlyn Cundiff)
56. The Memory Book (Harry Lorayn & Jerry Lucas)
57. Winning By Telephone (Raymond Dreyback)
58. The Four Minute Sale (Ron Willingham)