When the economy turns unstable, most sales advice turns into wishful thinking. Dr. Dave Hinkes has spent a lifetime in the field and in the classroom, and he says there is a better way. His handbook Selling by Objectives: The Handbook for More Profitability in the 21st Century is now out in a 3rd edition, and readers have rated it a perfect 5.0 out of 5 stars.
Written with Dr. Daryl D. Green and featuring a foreword by Dean Jack McCann, the book lays out practical solutions that today’s organizations can digest and put to work right away, even in a crisis.
Every reader can encourage success by building a personal brand around the objectives that satisfy customers’ needs and wants.
Eight objectives, one new ingredient
Earlier editions built the method on seven key ingredients. The 3rd edition adds an eighth: versatility. Together they form the framework of the book:
- Quality
- Reliability
- Flexibility
- Simplicity
- Creativity
- Efficiency
- Price
- Versatility (new in the 3rd edition)
Who it is for
This is not a book only for salespeople. Hinkes wrote it for anyone who sells goods or services and wants to succeed in the marketplace: business owners, entrepreneurs, college students, professors, nonprofit organizations, and sales teams of every size. Readers learn how to:
- Build a more profitable business
- Grow long-term customer relationships
- Inspire workers toward greater organizational performance
- Win over today’s demanding customers
From Xerox to the lecture hall
A South Florida native, Hinkes has been selling and managing his whole life, in office equipment, document management outsourcing, mortgages, and sales and marketing training, for companies like Xerox and IKON before going solo. Since 1991 he has run Hink, Inc., his sales, marketing, management, and keynote speaking consultancy.
He has taught sales, marketing, negotiation, leadership and ethics, research methods, and strategy at the University of Miami, Barry University, Florida Atlantic University, Nova Southeastern University, Miami Dade College, Northwood University, Strayer University, and others. Today he is an Associate Professor of Management and Marketing at Lincoln Memorial University in Harrogate, Tennessee.
Credentials and honors
- BA in Political Science, University of Miami (Magna cum Laude); MBA, Barry University
- Dual DBA degrees in Management and Marketing, Nova Southeastern University
- Teaching Excellence Award from the Accreditation Council for Business Schools and Programs (ACBSP)
- Holds all five professional certifications of the leading sales and marketing associations (CSE, CME, CPSP, PCM, SCPS)
- Editorial review board, Interdisciplinary Journal of Contemporary Research in Business
- Listed in Who’s Who in Professional Management and the National Association of Sales Professionals Registry of Who’s Who
Hinkes is published and cited in textbooks and in academic and trade journals, with research focused on professional salesmanship, sales management, and cross-cultural values. He lives in Knoxville, Tennessee, with Debra, his wife of 30 years, and loves the theatre, basketball, football, bowling, table tennis, and golf.
Get the book
Selling by Objectives: The Handbook for More Profitability in the 21st Century is available in paperback on Amazon. Learn more about Hinkes’s consulting at hinkinc.net or connect on LinkedIn.
