Bag the Elephant: How to Win and Keep Big Customers_图书评论

Bag the Elephant: How to Win and Keep Big Customers

文章来源：文章作者：发布时间：2007-10-10 02:48 字体： [大中小]　进入论坛

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Bag the Elephant:How to Win and Keep Big Customers

Author: Steve Kaplan

List Price: $19.95

Pages: 208

Publisher: Bard¹ Press (September, 2005)

Dimensions: 9.4 x 6.6 x 0.8

ISBN: 1885167628

| Book description |

Bag the Elephant is more than a strategy book; it's packed with proven guidelines, tools, and techniques. Throughout the book you'll find stories, derived² from the author's real-world experience, that show you how to put the strategy to work.

Steve Kaplan has successfully intertwined his vast experiences with a set of sensible protocols³, giving business tools to companies on a long term vision for success -- real success -- big success -- well planned success.

Book review

The author has tried to eliminate the intimidation⁴ factor, opening the way to aggressive but cautious solicitation⁵ of larger companies for more substantial orders. He goes explaining in detail, how to approach contacts despite the bureaucratic⁶ red tape, using business psychology⁷, as well as knowledge in procuring⁸ deals. He advises learning to live with established obstacles and work around them -- by mail, telephone calls, visits, etc., and repeating the steps as necessary but judicously.

He outlines the art of being confident in identifying targets, knocking doors, and getting access to the "elephant dealer⁹", and all the time focusing on coming face to face with the REAL ELEPHANT. The description of the different personalities¹⁰ of salesmen (The sage¹¹, the pal¹², the pit bull) are appropriately analyzed¹³ in dealing¹⁴ with them.

And what happens after negotiating with the "elephant" and even making the big deals? The process in the aftermath of success...and how to avoid problems? The book describes, step by step, issues that could derail a successful operation.

The book is smoothly¹⁵ integrated and easy to read. It is very much like an algorithm that can be followed on a chart.

Author introduction

Steve Kaplan is the National Director of Enterprise Accounts for Vector ESP, Inc., the nation's largest independent Microsoft Gold-certified partner for Enterprise and Security, and the two-time Citrix Partner of the Year for the United States. Steve is a Microsoft Windows Server MVP and has been a member of the Microsoft Partner Advisory¹⁶ Council. He is co-author of Citrix MetaFrame Access Suite¹⁷ for Windows Server 2003: The Official Guide. Steve has a B.S. from U.C. Berkeley and an MBA from Northwestern's J.L. Kellogg Graduate School of Management.

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收听单词发音

1 bard
n.吟游诗人
参考例句：
I'll use my bard song to help you concentrate!我会用我的吟游诗人歌曲帮你集中精神！ I find him,the wandering grey bard.我发现了正在徘徊的衰老游唱诗人。

2 derived
vi.起源；由来；衍生；导出v.得到( derive的过去式和过去分词 )；（从…中）得到获得；源于；（从…中）提取
参考例句：
Many English words are derived from Latin and Greek. 英语很多词源出于拉丁文和希腊文。来自《简明英汉词典》 He derived his enthusiasm for literature from his father. 他对文学的爱好是受他父亲的影响。来自《简明英汉词典》

3 protocols
n.礼仪( protocol的名词复数 )；（外交条约的）草案；（数据传递的）协议；科学实验报告（或计划）
参考例句：
There are also protocols on the testing of nuclear weapons. 也有关于核武器试验的协议。来自辞典例句 Hardware components and software design of network transport protocols are separately introduced. 介绍系统硬件组成及网络传输协议的软件设计。来自互联网

4 intimidation
n.恐吓，威胁
参考例句：
The Opposition alleged voter intimidation by the army.反对党声称投票者受到军方的恐吓。 The gang silenced witnesses by intimidation.恶帮用恐吓的手段使得证人不敢说话。

5 solicitation
n.诱惑；揽货；恳切地要求；游说
参考例句：
Make the first solicitation of the three scheduled this quarter. 进行三位名单上预期捐助人作本季第一次邀请捐献。来自互联网 Section IV is about the proxy solicitation system and corporate governance. 随后对委托书的格式、内容、期限以及能否实行有偿征集、征集费用由谁承担以及违反该制度的法律责任进行论述，并提出自己的一些见解。来自互联网

6 bureaucratic
adj.官僚的，繁文缛节的
参考例句：
The sweat of labour washed away his bureaucratic airs.劳动的汗水冲掉了他身上的官气。 In this company you have to go through complex bureaucratic procedures just to get a new pencil.在这个公司里即使是领一支新铅笔，也必须通过繁琐的手续。

7 psychology
n.心理，心理学，心理状态
参考例句：
She has a background in child psychology.她受过儿童心理学的教育。 He studied philosophy and psychology at Cambridge.他在剑桥大学学习哲学和心理学。

8 procuring
v.（努力）取得，（设法）获得( procure的现在分词 )；拉皮条
参考例句：
He was accused of procuring women for his business associates. 他被指控为其生意合伙人招妓。来自辞典例句 She had particular pleasure, in procuring him the proper invitation. 她特别高兴为他争得这份体面的邀请。来自辞典例句

9 dealer
n.商人，贩子
参考例句：
The dealer spent hours bargaining for the painting.那个商人为购买那幅画花了几个小时讨价还价。 The dealer reduced the price for cash down.这家商店对付现金的人减价优惠。

10 personalities
n. 诽谤，（对某人容貌、性格等所进行的）人身攻击；人身攻击；人格, 个性, 名人( personality的名词复数 )
参考例句：
There seemed to be a degree of personalities in her remarks.她话里有些人身攻击的成分。 Personalities are not in good taste in general conversation.在一般的谈话中诽谤他人是不高尚的。

11 sage
n.圣人，哲人；adj.贤明的，明智的
参考例句：
I was grateful for the old man's sage advice.我很感激那位老人贤明的忠告。 The sage is the instructor of a hundred ages.这位哲人是百代之师。

12 pal
n.朋友，伙伴，同志；vi.结为友
参考例句：
He is a pal of mine.他是我的一个朋友。 Listen,pal,I don't want you talking to my sister any more.听着，小子，我不让你再和我妹妹说话了。

13 analyzed
v.分析( analyze的过去式和过去分词 )；分解；解释；对…进行心理分析
参考例句：
The doctors analyzed the blood sample for anemia. 医生们分析了贫血的血样。来自《简明英汉词典》 The young man did not analyze the process of his captivation and enrapturement, for love to him was a mystery and could not be analyzed. 这年轻人没有分析自己蛊惑著迷的过程，因为对他来说，爱是个不可分析的迷。来自《简明英汉词典》

14 dealing
n.经商方法，待人态度
参考例句：
This store has an excellent reputation for fair dealing.该商店因买卖公道而享有极高的声誉。 His fair dealing earned our confidence.他的诚实的行为获得我们的信任。

15 smoothly
adv.平滑地，顺利地，流利地，流畅地
参考例句：
The workmen are very cooperative,so the work goes on smoothly.工人们十分合作，所以工作进展顺利。 Just change one or two words and the sentence will read smoothly.这句话只要动一两个字就顺了。

16 advisory
adj.劝告的，忠告的，顾问的，提供咨询
参考例句：
I have worked in an advisory capacity with many hospitals.我曾在多家医院做过顾问工作。 He was appointed to the advisory committee last month.他上个月获任命为顾问委员会委员。

17 suite
n.一套(家具)；套房；随从人员
参考例句：
She has a suite of rooms in the hotel.她在那家旅馆有一套房间。 That is a nice suite of furniture.那套家具很不错。

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