Short-selling

As a business owner I HIGHLY recommend this book. If you are currently selling products and services in a market where the sales cycle tends to drag on, then Short Cycle Selling is a great resource in reducing this potential lenghty process. I found myself stopping to take notes as I read the book. I have already started to implement some of the ideas shared by Jim Kasper. He does a great job of taking you from the early stages (prospect) all the way through to getting a referral from your client.

On a rolling sea of sales self help books Mr. Kasper sails a true course for success.

Every other quick-fix, programmatic, book-based, step-by-step approach to selling is weak and at best enjoy a limited shelf life. If find that customers today are sophisticaed enough to know when they are receiving a canned approach and are better prepared than ever to resist the most common methods.

Mr. Kasper offers a grown-up approach. Inside this book you will not find a quick fix. You will find the universal and timeless keys to unlocking sales - sooner. This book works for any professional sales person selling any product or service.

Easy to read without talking down to the audience - and perfect for novices to career sales professionals. This is one to keep handy - for reinforcing Mr. Kaspers clearly defined and detailed message or for just in time reminders about how customers buy and how effective sales people get more business sooner.

While there are hundreds of sales books only a handful deal with large accounts or the process of longer, more involved sales. Reducing the time it takes to get business and controlling the process instead of launching a proposal over the wall and then praying for a phone call is what this book is all about. May be the most important book on sales in a long time. A must read for anyone who sells to corporations, hospitals, or other sales that can't be closed in one meeting. This isn't a book about someone else's success or entertaining stories. The book explains a way of thinking and a process to control the sale in order to make more of them in a shorter period of time.

Since I am a French woman who flies her plane, you can believe that I will take some risks. But the French are very careful with their money, so to learn these strategies of short-selling, a French woman, like me, must be guided along the way. This book is the way to find out about these important things to do with some of your moneys. I am very fortunate to know about these things better from this book.

Short selling is an unorthodox, high risk investment strategy. But it also offers some of the highest potential for profits and hedge protection in bear markets. Unfortunately, there is too little information available to investors on short selling techniques.

I am fortunate enough to have read this excellent book. Although it is not the most up to date, the fundamentals of the market are still the same. I most highly recommend this book and the Art of Short Selling for anyone interested in this dynamic investment opportunity.

Having recently started a career in network marketing I found the suggestions and exercises in Dr. Losee's book to be of tremendous help in focusing in on who I am and what possibilities exist for me. The practical advice coupled with real life examples set forth in the book clearly present a blueprint for the foundation of success.

Earthy, practical, and real, 'Unlock Your Possibilities' creates zest. A must-read before doing any other work on life changes, big or little, for those who have even the tiniest sense that there must be more. Plug in your own spiritual dimension and with this wisdom begin the greatest journey towards complete fulfillment.

As a real estate agent and investor, I thought I had heard, seen and read it all! Bob shares some of the horror stories you only hear of in an easy to read and follow format. Once I started reading this book, I couldn't put it down! I will recomend this as a must read for all of my clients! Great job Bob!

"...Papa is a traveling salesman. He sells signs, neon signs, the ones that light up a shop, a street, a whole town. This summer I am his helper. Someday I'm going to sell signs, too." It's time to hit the road with this charming young lady and her likable, smooth-talking dad. Every morning, they pack their convertible with their new readerboard signs, drawings, and supplies and travel from small town to town, stopping at all the mom and pop businesses, Sophie's Diner, Kelly's Market, Hansen's Drugs, where a bright and inviting sign can make all the difference..... Michele Benoit Slawson's engaging text is filled with magic as it transports readers back in time for a ride with a traveling salesman. Bagram Ibatoulline's bold and colorful illustrations are rich in expressive, eye-catching detail. Together, word and art offer a captivating slice of 1950's small town Americana. Perfect for youngsters 4-8, Signs For Sale is a marvelous little gem of a book the whole family can read aloud and share, and a nostalgic peek at simpler, bygone times that shouldn't be missed.

This book is selling for $27.99 at Barnes and Noble as of 2/24/04 - that's over $20 less than here!

This book is the most concise, and comprehensive book I've seen on the subject of producing a 2D animated cartoon. While several other books focus on the art of animation, Mark Simon focuses on the nuts and bolts of "getting it done". Topics flow from planning, visualization, character design to storyboarding, audio recording and animatics, through editing, rendering and even distribution options. The sample CD-ROM has a huge assortment of demo programs to help you "work along" with the book. It is by no means the ONLY book you need to embark on animating a cartoon, but it is an essential one for any prospective cartoon filmmaker's library. Interviews with several industry professionals are included and add a perspective from the talent buyer's view. All in all a very handy resource for someone who knows what they want to do, but need guidance to realize their vision.

hey, i bought this book for 35.00 yesterday at Barnes and Noble
( brick and mortar)
(39.95 - my 10% discount)
Why is it 48. here?

I often recommend novels to my sales training clients to help them get into the heads of people unlike themselves, to experience unfamiliar worldviews so they can better empathize with prospects. I recommend this collection of fiction to salespeople to help them get more comfortable in their own heads.

This collection of short stories and novel excerpts covers the history of sales in modern America, from rail riding drummers who had no homes to today's realtor next door. I was pleased to see that most of the portrayals of salespeople were sympathetic and insightful, not the usual huckster bashing. Each selection captures the poignant human experience of making your living and earning your self-respect from the approval of strangers.

Salespeople will learn that their concerns and fears, their appetites and distractions are shared by others in their profession. Perhaps this insight will give them the freedom to accept some of what they are trying to fix about themselves, leaving energy and attention to work on more satisfying projects.

I particularly recommend the book to people who live or work with sales people. The stories of the people in this book will tell you more about what it is like to be a salesperson than you would likely learn by knowing one for twenty years.

While I'd recommend this as a "must read" book to anyone in business, this book should be read by a wider audience as well. The stories cover a gamut of emotions and reactions to the art of the "pitch" and many are thought-provoking. Yes, this is fiction, but there are some classic lessons here about the virtues of persistence and drive and a willingness to go the extra mile to reach a goal. In addition to such well-known writers as Thomas Wolfe, John Updike, David Mamet, Philip K. Dick and Flannery O'Connor, there are other writers which should be new to the reader. I'm not in sales (unless you consider convincing a reluctant teenager to clean his room or take out the trash a "sales pitch") but I couldn't put this book down. I came away realizing that the core values of a good salesperson are ones many of us hold dear- being persistant, having drive and ambition, reaching a goal.There are too many stand-outs in this collection to say that any one is the best but I was particulary intrigued by Philip Dick's tale about a robot who wouldn't take no for an answer, an unpredictable tale with a great twist at the end.

Great book about street level crack dealing. It is also a marvelous study in field research and being 'on the other side' of the law.

the book is good overall. it gives you many detailed particular examples and is worth reading also because it gives you an idea which SEC forms to review to determine if a stock is worth buying or shorting. A bit weak on general guidelines though.

This book is'nt introductuction and rationale to the technical approach.

I came across this book years ago in a bookstore, browsed through it, and put it away. Being caught up in the study of technical analysis at the time, I clearly wasn't ready at the time to find value (pun intended) in Staley's fundamental approach to the market. This time, however, I'm listening to her.

With a bit more experience, I can appreciate 3 of the many lessons _The Art of Short Selling_ teaches:

1) Fundamentals drive market action...eventually
2) It is often a costly mistake to short a stock simply because it apepars overvalued. A catalyst of some sort is needed to encourage massive selling.
3) Markets can ignore negative fundamentals for significantly extended periods of time--giving the astute trader ample time to sell at a profit, or even turn and sell short. Positive fundamentals are more rapidly incorporated into stock prices, but significant inefficiencies still exist on both sides of the market--long and short.

The author uses case histories of significant corporate failures from the 80's and early 90's in light of the publicly available info at that time, which clearly demonstrated the inivetable fall of Wall Street's institutional favorites.

Numerous fundamental techniques are discussed, such as tracking changes in inventory and receivables, as well as tricks companies play to make revenues and earnings appear better than they are.

Also interesting--a high short interest ratio in a stock is often a significant sign of potential trouble in a company. Do not let those analysts lead you to believe a high short interest ratio is always bullish. Check the fundamentals and make your own call.

Qualitative factors are also discussed, with specific examples on how a close reading of public financial data on one company would have lead you to a profitable short sale of another. This occurs frequently in the finance and insurance industries.

This book is especially important, because every book I've seen teaches which stocks to BUY on a fundamental basis. No book ever mentions what fundamental factors suggest you SELL. Even if you never sell short, this is profitable info.

Being a student of technical analysis, what struck me is the insight those skeptical shorts had about the companies mentioned. Clearly, they knew the eventual outcome in each specific instance.

Yet, despite being right, most of these guys lost millions by going strictly by fundamentals. Those who survived incorporated additional (ie. technical) factors, such as relative strength or momentum. As Keynes stated, "The market can remain irrational much longer than you can remain solvent."

It is clear to me that using both fundamental and technical analysis is the most efficient path to market profits.

Staley presents a thorough examination of the process of selecting companies for shorting. While Joseph Walker's book, "Selling Short" gives us the nitty-gritty details of the shorting transaction, Staley gives us the reasons for going short in the first place. She covers in fair detail the nature of short sellers and why some are successful while others are not. The majority of the book is comprised of case studies, written in the folksy style one finds on Wall Street Week (TV show) or in books like "The Motley Fool". Unlike "The Motley Fool" this book presumes at least a basic understanding of accounting and knowledge of financial statements. My one criticism of the book is common to many others in this genre; that being nobody edits these books (or, if they do, it is by running the "Spell Check" function on the word processor). Sometimes the folksy banter and financial slang is so thick it gets confusing. Nonetheless, this book is a must read if you are considering becoming a short seller; if for no other reason that it may save you a great deal of heartache and financial loss by convincing you that shorting is not for you.