Sales Club Books (By Page Number)

The books in this collection, listed numerically by page number, were donated to the Foster Business Library in June 1998 by the University of Washington Business School Sales Club and are often used by students in Marketing 335. The collection has been expanded since 1998 (and includes additions from Summer 2007). Locations are Foster Business Library General Stacks, unless otherwise noted. In some cases, titles have gone missing and are no longer in the Foster Business Library General Stacks collection (but may be in other UW libraries). Click on the title of the book to determine where the book is located and whether the book is available or checked out. For an alphabetical list of these books by title, click here; by call number, click here.

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Alternatively, try searching your title in online bookseller sites such as Amazon.Com (look for Editorial Reviews) or Barnes & Noble.Com (look for From The Critics).

Pages: 1 to 99 100 to 199 200 to 299 300 to 399 400 to 499 500 or more Unpaged

One to 99 pages:

As a man thinketh, by James Allen, call number: BF639 .A48 1990. (72 pages)
Secrets from the red tool box, by William E. Hoke, call number: HF5415 .H73 1997. (74 pages)
Who moved my cheese?, by Spencer Johnson, call number: BF637 .C4 .J64 1998. (94 pages)

100 to 199 pages:

The one minute manager, by Kenneth Blanchard, call number: HD31 .B527 1982. (111 pages)
The one minute manager, by Kenneth Blanchard, Spencer Johnson, call number: HD31 .B527 2003. (111 pages)
Leadership and the one minute manager, by Kenneth Blanchard, call number: HD57.7 .B56 1985. (111 pages)
Putting the one minute manager to work, by Kenneth Blanchard, call number: HD31 .B528 1984. (112 pages)
Playing to win, by Fran Tarkenton, call number: HF5386 .T22 1984. (116 pages)
Selling power's best: editorials, by Gerhard Gschwandtner, call number: HF5438.25 .G784 1996. (119 pages)
How to get your point across in 30 seconds--or less, by Milo O. Frank, call number: HF5718 .F74 1986. (120 pages)
Relationship selling, by Jim Cathcart, call number: HF5438.25 .C37 1988. (124 pages)
Principles and success strategies for everyday living, by Ralph Palmen, call number: BF637 .S4 .P34 1991. (125 pages)
The 100 greatest sales tips of all time, by Leslie Pockell, call number: HF5438.25 .A13 2006. (128 pages)
The Tao at work: on leading and following, by Stanley M. Herman, call number: HD38 .H4625 2001. (136 pages)
The power of ethical management, by Kenneth Blanchard, call number: HF5387 .B56 1988. (139 pages)
Selling power's best: 123 super sales tips, by the editors of Selling Power, call number: HF5438 .S37 1997. (139 pages)
The knowledge-based organization, by James A. Alexander, call number: HF5438.25 .A435 1995. (139 pages)
22 immutable laws of marketing, by Al Ries, call number: HF5415 .R54369 1993. (143 pages)
The greatest management principle in the world, by Michael LeBoeuf, call number: HF5549 .L38 1985. (143 pages)
The art of war plus the art of sales, by Gary Gagliardi, call number: HF5438.5 .S86 2002. (146 pages)
The art of managing managers, by Neil R. Sweeney, call number: HD31 .S798 1981. (147 pages)
Cold calling techniques (that really work!), by Stephan Schiffman, call number: HF5438.3 .S34 2003. (148 pages)
Integrity selling, by Ron Willingham, call number: HF5438.25 .W535 1987. (150 pages)
Sales shock!, by Mack Hanan, call number: HF5438.25 .H3523 1996. (152 pages)
High impact public speaking, by William T. Brooks, call number: PN4121 .B7245 1988. (152 pages)
A kick in the seat of the pants, by Roger von Oech, call number: BF408 .V579 1986. (153 pages)
Zen to go, by Jon Winokur, call number: BQ9267 .Z475 1989. (155 pages)
The ultimate no b.s., no holds barred, business success book, by Dan Kennedy, call number: HF5386 .K46 1993. (156 pages)
Tyson: from farm to market, by Marvin Schwartz, call number: HD9419 .T97 .S39 1991. (158 pages)
All I really need to know in business I learned at Microsoft, by Julie Bick, call number: HF5386 .B437 1997. (160 pages)
Getting past no, by William Ury, call number: BF637 .N4 .U79 1991. (161 pages)
What's your point?, by Bob Boylan, call number: PN4121 .B5935 1988. (161 pages)
The alligator trap: how to sell without being turned into a pair of shoes, by Edward R. Del Gaizo, call number: HF5438.25 .D45 1996. (164 pages)
Inside secrets of outstanding salespeople, by C. Conrad Elnes, call number: HF5438.25 .E46 1988. (166 pages)
Selling at MACH 1, by Steven D. Sullivan, call number: HF5438.25 .S85 1994. (175 pages)
60 seconds and you're hired, by Robin Ryan, call number: HF5549.5.I6 R94 2000. (175 pages)
Why business people speak like idiots: a bullfighter's guide, by Brian Fugere, call number: HF5718 .F84 2005. (176 pages)
Upselling techniques (that really work!), by Stephan Schiffman, call number: HF5438.25 .S3347 2005. (177 pages)
Closing strong, by Myers Barnes, call number: HF5438.25 .B365 1997. (178 pages)
Non-manipulative selling, by Anthony J. Alessandra, call number: HF5438.25 .A43 1981. (181 pages)
Sell! Sell! Sell!, by Robert Conklin, call number: HF5438.25 .C66 1994. (182 pages)
The winner's edge, by Denis Waitley, call number: BF637 .S8 .W28 1980. (183 pages)
Sales autopsy: 50 postmortems reveal what killed the sale, and what might have saved it, by Dan Seidman, call number: HF5438.25 .S4357 2006. (183 pages)
The magic of rapport, by Jerry Richardson, call number: BF637 .C45 .R525 1981. (186 pages)
Rethinking business to business marketing, by Paul Sherlock, call number: HF5415.13 .S52 1991. (188 pages)
Business etiquette: 101 ways to conduct business with charm & savvy, by Ann Marie Sabath, call number: HF5389 .S228 2002. (188 pages)
Managing for sales results, by Ron Marks, call number: HF5438.4 .M366 2006. (188 pages)
100 ways to motivate yourself, by Steve Chandler, call number: BF503 .C48 1996. (190 pages)
De Bono's thinking course, by Edward de Bono, call number: BF455 .D363 1985. (192 pages)
How I raised myself from failure to success in selling, by Frank Bettger, call number: HF5439.32 .B47 .A3 1992. (192 pages)
Fearless negotiating: the wish-want-walk method to reach solutions that work, by Michael C. Donaldson, call number: HD58.6 .D659 2007. (192 pages)
All I really need to know I learned in kindergarten, by Robert Fulghum, call number: BD431 .F85 1990. (196 pages)
You can if you believe you can, by Peter Legge, call number: BF637 .S8 .L432 1995. (197 pages)
SPIN selling: situation, problem, implication, need, payoff, by Neil Rackham, call number: HF5438.25 .R34 1988. (197 pages)
How to get anything you want, by Nido R. Qubein, call number: BF637 .S8 .Q26 1998. (198 pages)
Creative selling for the 1990's, by Ben Feldman, call number: HG8877 .F44 1989. (198 pages)
Live rich, by Barry Kaye, call number: HF5386 .K23 1996. (199 pages)

200 to 299 pages:

Getting to yes: negotiating agreement without giving in, by Roger Fisher and William Ury, call number: BF637 .N4 .F57 1991. (200 pages)
How to soar with the eagles, by Peter Legge, call number: BF637 .S8 .L43 1991. (200 pages)
Get more referrals now!, by Bill Cates, call number: HF5438.25 .C367 2004. (200 pages)
Selling 2000, by Timothy McMahon, call number: HF5438.4 .M35 1994. (203 pages)
Nobody told me I'd have to sell, by Dick Kendall, call number: HF5438.25 .K47 1995. (204 pages)
Modern persuasion strategies, by Donald J. Moine, call number: HF5438.8 .P75 .M65 1984. (204 pages)
The SPIN selling fieldbook: practical tools, methods, exercises, and resources, by Neil Rackham, call number: HF5438.25 .R343 1996b. (206 pages)
The discipline of market leaders, by Michael Treacy, call number: HD41 .T67 1995. (208 pages)
The mentor by Jack Carew, call number: HF5438.25 .C329 1998. (208 pages)
Psychology for successful selling, by Robert P. DeGroot, call number: HF5438.25 .D43 1988. (208 pages)
Upside-down marketing, by George R. Walther, call number: HF5415.13 .W255 1994. (209 pages)
Strategies 2000, by Carolyn Corbin, call number: HG179 .C68 1986. (209 pages)
Building the high-performance sales force, by Joe Petrone, call number: HF5438.4 .P47 1994. (210 pages)
Sales force automation, by George W. Colombo, call number: HF5438.4 .C649 1994. (215 pages)
Major account sales strategy, by Neil Rackham, call number: HF5438.4 .R33 1989. (218 pages)
The customer is boss, by John Tschol, call number: HF5415.5 .T75 1993. (219 pages)
Negotiate to close, by Gary Karrass, call number: HF5438.25 .K37 1987. (219 pages)
The great brain robbery, by Ray Considine, call number: HF5386 .C747 1987. (221 pages)
2020 vision, by Stan Davis, call number: HC79 .I55 .D38 1991. (223 pages)
World class selling, by Art Mortell, call number: HF5438.25 .M675 1991. (223 pages)
Ogilvy on advertising, by David Ogilvy, call number: HF5823 .O36 1985. (224 pages)
The art of closing the sale, by Brian Tracy, call number: HF5438.25 .T7117 2007. (224 pages)
Everything I know about sales success, by Gerhard Gschwandtner, call number: HC29 .G77 2006. (224 pages)
Why Johnny can't sell and what to do about it, by Michael Nick, call number: HF5438.25 .N5264 2006. (224 pages)
You'll never get no for an answer, by Jack Carew, call number: HF5438.25 .C33 1987. (224 pages)
Bottom-up marketing, by Al Ries, call number: HF5415 .R5437 1989. (226 pages)
Superachievers: portraits of success, by Gerhard Gschwandtner, call number: BJ1611.2 .S83 1984. (227 pages)
Getting the best out of yourself and others, by Buck Rodgers, call number: HF5549.5 .M63 .R63 1987. (227 pages)
On selling, by Mark H. McCormack, call number: HF5438.25 .M3957 1996. (230 pages)
Low profile selling, by Tom Hopkins, call number: HF5438.25 .H665 1994. (235 pages)
Your marketing sucks, by Mark Stevens, call number: HF5415 .S786 2003. (235 pages)
Tough-minded leadership, by Joe D. Batten, call number: HD57.7 .B38 1989. (236 pages)
Achieve sales excellence, by Howard Stevens, call number: HF5415.1263 .S84 2007. (236 pages)
Mental calisthenics, by Steven West, call number: BF636 .W47 1975. (237 pages)
Solution selling: creating buyers in difficult selling markets, by Michael T. Bosworth, call number: HF5438.25 .B67 1995. (239 pages)
The service advantage, by Karl Albrecht, call number: HF5415.5 .A43 1990. (240 pages)
Robert Half on hiring, by Robert Half, call number: HF5549.5 .R44 .H26 1985. (241 pages)
Making contact by Arthur C. Wassmer, call number: HM132 .W33 1978. (242 pages)
Relationship marketing, by Regis McKenna, call number: HF5415 .M2616 1991. (242 pages)
Mastering your way to the top, by Joe Girard, call number: HF5438.25 .G573 1995. (242 pages)
Consultative selling, by Mack Hanan, call number: HF5438.25 .H345 1995. (243 pages)
Discover your sales strengths, by Bensen Smith, call number: HF5438.25 .S625 2003. (244 pages)
Maximize your presentation skills, by Ellen Kaye, call number: HF5718.22 .K39 2002. (244 pages)
Trump: the art of the deal, by Donald J. Trump, call number: HC102.5 .T78 .A3 1987. (246 pages)
Virtual selling, by Thomas M. Siebel, call number: HF5438.4 .S5 1996. (248 pages)
Roger C. Parker's Guide to Web content and design, by Roger C. Parker, call number: TK5105.888 .P369 1997. (251 pages)
Selling the invisible, by Harry Beckwith, call number: HD9980.5 .B425 1997. (252 pages)
Sales management, by Robert J. Calvin, call number: HF5438.4 .C343 2001. (253 pages)
The lifetime career manager, by James C. Cabrera, Jr, call number: HD38.2 .C33 1995. (254 pages)
Customer bonding, by Richard Cross, call number: HF5415.5 .C8 1995. (254 pages)
Fortune adviser 1997, by the editors of Fortune, call number: HF5006 .F67 1996. HF5006 .F67 1996. (255 pages)
Fortune adviser 1998, by the editors of Fortune, call number: HF5006 .F67 1998. (256 pages)
Fortune adviser 1996, by the editors of Fortune, call number: HF5006 .F67 1995. (256 pages)
What they don't teach you at Harvard Business School, by Mark H. McCormack, call number: HF5386 .M474 1984. (256 pages)
Sales reengineering from the outside in, by Mark Blessington, call number: HF5438.25 .B566 1995. (256 pages)
If you're not out selling, you're being outsold, by Michael St. Lawrence, Steve Johnson, call number: HF5438.25 .S72 1998. (257 pages)
Success!, by Michael Korda, call number: BJ1611.2 .K67 1977. (258 pages)
Targeting the new professional woman, by Gerry Myers, call number: HC79 .C6 .M93 1994. (258 pages)
Take the measure of the man: an American success story, by Daniel Aaron with David A. Long, call number: HC102.5 .A32 .A3 2001. (260 pages)
Networking with the affluent and their advisors, by Thomas J. Stanley, call number: HC110 .C6 .S69 1993. (260 pages)
Opening closed doors, by C. Richard Weylman, call number: HF5415.127 .W49 1994. (260 pages)
Now, discover your strengths, by Marcus Buckingham, Donald O. Clifton, call number: HF5549.5 .M63 .B83 2001. (260 pages)
Swim with the sharks without being eaten alive, by Harvey Mackay, call number: HF5386 .M1963 2005. (261 pages)
Brain sell, by Tony Buzan, call number: HF5438.25 .B889 1997. (263 pages)
Sales closing for dummies, by Tom Hopkins, call number: HF5438 .H66 1998. (264 pages)
The coming global boom, by Charles R. Morris, call number: HC106.8 .M69 1990. (267 pages)
Secrets of question based selling, by Thomas A. Freese, call number: HF5438.25 .F74 2003. (270 pages)
Get hired!, by Paul C. Green, call number: HF5549.5 .I6 .G74 1996. (271 pages)
The seven secrets of successful women, by Donna L. Brooks, call number: HF5386 .B847 1997. (274 pages)
Business-to-business market research, by Martin P. Block, call number: HF5415.2 .B56 1995. (274 pages)
Winning with people: discover the people principles that work for you every time, by John C. Maxwell, call number: BV4597.52 .M394 2004. (275 pages)
Success is a choice, by Rick Pitino, call number: BF637 .S8 .P57 1997. (275 pages)
Sell 'em: the go-getter's guide to the art of selling, by Gunther Klaus, call number: HF5438.25 .K57 1980. (275 pages)
Secrets of closing sales, by Charles B. Roth, call number: HF5438.25 .R67 1983. (276 pages)
Leader effectiveness training, L.E.T., by Thomas Gordon, call number: BF637 .L4 .G63 1977. (278 pages)
Execution: the discipline of getting things done, by Larry Bossidy, call number: HD31 .B626 2002. (278 pages)
Why good girls don't get ahead--but gutsy girls do, by Kate White, call number: HF5386 .W488 1996. (278 pages)
The sales advantage, by Dale Carnegie & Associates, call number: HF5438 .S1527 2003. (283 pages)
The customer comes second: put your people first and watch 'em kick butt, by Hal F. Rosenbluth, call number: G154 .R67 2002. (284 pages)
Don't fire them, fire them up, by Frank Pacetta, call number: HF5386 .P134 1994. (285 pages)
Sales prospecting for dummies, by Tom Hopkins, call number: HF5438.25 .H664 1998. (285 pages)
The 3 keys to empowerment: release the power within people for astonishing results, by Ken Blanchard, call number: HD50.5 .B548 1999. (286 pages)
Psychology of persuasion, by Kevin Hogan, call number: BF637 .P4 .H64 1996. (287 pages)
Start up marketing, by Philip R. Nulman, call number: HD62.5 .N85 1996. (287 pages)
Your first year in sales, by Tim Connor, call number: HF5438.25 .C6553 2001b. (287 pages)
Secrets of VITO (very important top officer), by Anthony Parinello, call number: HF5438.25 .P362 2002. (288 pages)
One minute designer, by Roger C. Parker, call number: Z246 .P37 1997. (288 pages)
Stephan Schiffman's 101 successful sales strategies, by Stephan Schiffman, call number: HF5438.25 .B33388 2005. (288 pages)
Real estate agent's field guide: essential insider advice for surviving in a competitive market, by Bridget McCrea, call number: HD1382 .M365 2004. (290 pages)
Marketing to the Fortune 500 and other corporations, by Jeffrey P. Davidson, call number: HF5415.1 .D28 1987. (291 pages)
The relational enterprise: moving beyond CRM to maximize all your business relationships, by Kenneth Carlton Cooper, call number: HF5415.5 .C665 2002. (296 pages)
How to work a room, by Susan RoAne, call number: HF5387 .R6 1988. (298 pages)
How to win friends and influence people, by Dale Carnegie, call number: BF67 .C33 1981. (299 pages)

300 to 399 pages:

Good to great: why some companies make the leap--and others don't, by Jim Collins, call number: HD57.7 .C645 2001. (300 pages)
How to be a great communicator, by Nido R. Qubein, call number: PN4121 .Q38 1997. (300 pages)
How to stop worrying and start living, by Dale Carnegie, call number: BF575 .W8 .C3 1984. (304 pages)
Complete art of war, by Sun-tzu, call number: U101 .S932 1996. (304 pages)
Creating excellence, by Craig R. Hickman, call number: HD31 .H48 1984. (305 pages)
Getting into your customer's head, by Kevin Davis, call number: HF5438.25 .D38 1996. (308 pages)
Never eat alone and other secrets to success, by Keith Ferrazzi, call number: HF5386 .F4117 2005. (309 pages)
How to communicate, by Matthew McKay, call number: BF637.C45 M25 1995. (310 pages)
Sun Tzu's The art of war plus, the warrior class, by Gary Gagliardi, call number: HD41 .G33 2002. (312 pages)
The healthy company, by Robert H. Rosen, call number: HD31 .R723 1992. (315 pages)
Unstoppable: 45 powerful stories of perseverance and triumph from people just like you, by Cynthia Kersey, call number: BF637 .S8 .K43 1998. (316 pages)
Direct marketing, by Ray Jutkins, call number: HF5415.126 .J87 1989. (318 pages)
Built to last: successful habits of visionary companies, by James C. Collins and Jerry I. Porras, call number: HF5386 .C735 1994. (322 pages)
Marketing to the affluent, by Thomas J. Stanley, call number: HF5415.3 .S73 1988. (324 pages)
Swim with the dolphins, by Connie Glaser, call number: HD6054.4 .U6 .G58 1995. (326 pages)
The Trainer's professional development handbook, by Ray Bard, call number: HF5549.5 .T7 .T6633 1987. (327 pages)
Value migration, by Adrian J. Slywotzky, call number: HG4028 .V3 .S57 1996. (327 pages)
Sales automation software compendium, by Richard N. Bohn, call number: HF5438.4 .B648 1995. (330 pages)
Serious money: the art of marketing mutual funds, by Nick Murray, call number: HG4530 .M83 1991. (330 pages)
Principle-centered leadership, by Stephen R. Covey, call number: BF637 .S8 .C67 1991. (334 pages)
Achieving excellence through customer service, by John Tschohl, call number: HF5415.5 .T83 1996. (337 pages)
Built to last: successful habits of visionary companies, by James C. Collins, Jerry I. Porras, call number: HF5386 .C735 2002. (342 pages)
The sales bible: the ultimate sales resource, by Jeffrey Gitomer, call number: HF5438.2 .G58 2003. (342 pages)
Stairway to success, by Nido R. Qubein, call number: BF637 .S8 .Q27 1996. (351 pages)
A nation of salesmen, by Earl Shorris, call number: HF5438.25 .S563 1994. (352 pages)
The 7 habits of highly effective people, by Stephen R. Covey, call number: BF637 .S8 .C68 1990. (358 pages)
Selling for dummies, by Tom Hopkins, call number: HF5438.25 .H665 2001b. (362 pages)
Rightful termination, by James Walsh, call number: HF5549.5 .D55 .W35 1994. (362 pages)
Customer centered selling, by Robert L. Jolles, call number: HF5438.25 .J657 1998. (364 pages)
Winning, by Jack Welch with Suzy Welch, call number: HF5386 .W384 2005. (372 pages)
See you at the top, by Zig Ziglar, call number: BJ1581.2 .Z53 1977. (382 pages)
Megatrends 2000, by John Naisbitt, call number: HN59.2 .N33 1990. (384 pages)
How to master the art of selling, by Tom Hopkins, call number: HF5438.25 .H66 2005. (387 pages)
Streetwise customer-focused selling, by Nancy F. Stephens, call number: HF5438.25 .S736 1998. (388 pages)

400 to 499 pages:

Beware the naked man who offers you his shirt, by Harvey Mackay, call number: HF5381 .M197 1990. (400 pages)
Defining vision, by Joel Brinkley, call number: HE8700.74 .U6 .B75 1997. (402 pages)
Managing salespeople, by Robert E. Hite, call number: HF5439.5 .H57 1998. (412 pages)
The one to one future, by Don Peppers, call number: HF5415.127 .P464 1997. (429 pages)
Advanced selling strategies, by Brian Tracy, call number: HF5438.25 .T7 1995. (429 pages)
The new strategic selling, by Stephen E. Heiman, call number: HF5438.25 .M567 1998. (433 pages)
A passion for excellence, by Tom Peters, call number: HD70 .U5 .P425 1985. (437 pages)
Dream maker: the rise and fall of John Z. DeLorean, by Ivan Fallon, call number: HD9710 .N594 .D43 1983. (455 pages)
ABC's of relationship selling, by Charles M. Futrell, call number: HF5438.25 .F868 1997. (456 pages)
Boost your brain power, by Ellen Michaud, call number: BF441 .M515 1991. (471 pages)
Jack: straight from the gut, by Jack Welch; with John A. Byrne, call number: HD9697 .A3 .U584 2003. (480 pages)

500 or more pages:

Awaken the giant within, by Anthony Robbins, call number: BF637 .S8 .R55 1991. (539 pages)
Thriving on chaos, by Tom Peters, call number: HD70 .U5 .P426 1987 and HD70 .U5 .P426 1988. (561 pages)
Sales management: concepts, practices, and cases, by Eugene M. Johnson, call number: HF5438.4 .J62 1994. (564 pages)
How to win friends and influence people, and how to stop worrying and start living by Dale Carnegie, call number: BF637.S8 C37 2004. (570 pages)
Powershift, by Alvin Toffler, call number: HN17.5 .T6417 1990. (585 pages)
Sales management: concepts and cases, by Douglas J. Dalrymple, call number: HF5438.4 .D34 1998. (601 pages)
The professional selling process, by John C. Hafer, call number: HF5438.25 .H33 1993. (614 pages)
Personal history, by Katharine Graham, call number: Z473 .G7 .A3 1998. (642 pages)
Professional selling, by Mary Ann Oberhaus, call number: HF5438.25 .O24 1995. (662 pages)
Lifetime encyclopedia of selling ideas, by Charles B. Roth, call number: HF5438.25 .R67 1963. [In two volumes] (698 pages)
Sales training handbook, by Robert L. Craig, call number: HF5439.8 .S35 1990. (731 pages)
The Little, Brown book of anecdotes, by Clifton Fadiman, call number: CT109 .L58 1985. [In Foster Business Library reference collection; cannot be checked out] (751 pages)
Sales force management, by Gilbert A. Churchill, Jr., call number: HF5438.4 .C48 1997. (813 pages)
Handbook of business problem solving, by Kenneth J. Albert, call number: HD31 .H3125 1980. (850 pages)

Unpaged:

The book of excellence, by Byrd Baggett, call number: HF5438.25 .B27 1992. (unpaged)
Selling: building partnerships, by Bart A. Weitz, call number: HF5438.25 .W2933 1998. (unpaged)
Selling power's best: the psychology of sales success, by the editors of Selling Power Magazine, call number: HF5438.8 .P75 .S458 1997. (unpaged)
Dartnell's sales force compensation survey, call number: HF5439.7 .D37 1996/97. (unpaged)

For more books on these topics, in the Foster Business Library, try subject searches for:

1 August 2007; updated 2 October 2007. Peter Stevens, Business Librarian, stevens@u.washington.edu