{"id":"https://openalex.org/W2804284423","doi":null,"title":"Sell with a Story: How to Capture Attention, Build Trust, and Close the Sale","display_name":"Sell with a Story: How to Capture Attention, Build Trust, and Close the Sale","publication_year":2016,"publication_date":"2016-09-08","ids":{"openalex":"https://openalex.org/W2804284423","mag":"2804284423"},"language":"en","primary_location":{"id":"pmh:oai:bibliotheques-specialisees.paris.fr:p::usmarcdef_0002131425","doi":null,"is_oa":false,"landing_page_url":"http://bibliotheques-specialisees.paris.fr/ark:/73873/pf0002131425","pdf_url":null,"source":{"id":"https://openalex.org/S4306462810","display_name":"American Management Association eBooks","issn_l":null,"issn":null,"is_oa":false,"is_in_doaj":false,"is_core":false,"listed_in":[],"host_organization":null,"host_organization_name":null,"host_organization_lineage":[],"host_organization_lineage_names":[],"type":"ebook platform"},"license":null,"license_id":null,"version":"submittedVersion","is_accepted":false,"is_published":false,"raw_source_name":"","raw_type":"printed monograph"},"volume":null,"type":"book","indexed_in":[],"open_access":{"is_oa":false,"oa_status":"closed","oa_url":null,"any_repository_has_fulltext":false},"authorships":[{"author_position":"first","author":{"id":"https://openalex.org/A5044794723","display_name":"Paul M. Smith","orcid":"https://orcid.org/0000-0001-6809-6625","observed_orcids":["https://orcid.org/0000-0001-6809-6625"]},"institutions":[],"countries":[],"is_corresponding":true,"raw_author_name":"Paul M. Smith","raw_affiliation_strings":[],"raw_orcid":"https://orcid.org/0000-0001-6809-6625","affiliations":[]}],"institutions":[],"countries_distinct_count":0,"institutions_distinct_count":0,"corresponding_author_ids":["https://openalex.org/A5044794723"],"corresponding_institution_ids":[],"apc_list":null,"apc_paid":null,"fwci":0.7456,"has_fulltext":false,"cited_by_count":5,"citation_normalized_percentile":{"value":0.84429825,"is_in_top_1_percent":false,"is_in_top_10_percent":false},"cited_by_percentile_year":{"min":88,"max":94},"biblio":{"volume":null,"issue":null,"first_page":null,"last_page":null},"is_retracted":false,"is_paratext":false,"is_xpac":false,"primary_topic":{"id":"https://openalex.org/T14035","display_name":"Literature, Culture, and Aesthetics","score":0.4765999913215637,"subfield":{"id":"https://openalex.org/subfields/1209","display_name":"Museology"},"field":{"id":"https://openalex.org/fields/12","display_name":"Arts and Humanities"},"domain":{"id":"https://openalex.org/domains/2","display_name":"Social Sciences"}},"topics":[{"id":"https://openalex.org/T14035","display_name":"Literature, Culture, and Aesthetics","score":0.4765999913215637,"subfield":{"id":"https://openalex.org/subfields/1209","display_name":"Museology"},"field":{"id":"https://openalex.org/fields/12","display_name":"Arts and Humanities"},"domain":{"id":"https://openalex.org/domains/2","display_name":"Social Sciences"}},{"id":"https://openalex.org/T13355","display_name":"Marketing and Advertising Strategies","score":0.3393999934196472,"subfield":{"id":"https://openalex.org/subfields/1406","display_name":"Marketing"},"field":{"id":"https://openalex.org/fields/14","display_name":"Business, Management and Accounting"},"domain":{"id":"https://openalex.org/domains/2","display_name":"Social Sciences"}},{"id":"https://openalex.org/T11536","display_name":"Consumer Retail Behavior Studies","score":0.051600001752376556,"subfield":{"id":"https://openalex.org/subfields/1406","display_name":"Marketing"},"field":{"id":"https://openalex.org/fields/14","display_name":"Business, Management and Accounting"},"domain":{"id":"https://openalex.org/domains/2","display_name":"Social Sciences"}}],"keywords":[{"id":"https://openalex.org/keywords/storytelling","display_name":"storytelling","score":0.6589999794960022},{"id":"https://openalex.org/keywords/sales","display_name":"sales","score":0.6700000166893005},{"id":"https://openalex.org/keywords/persuasion","display_name":"persuasion","score":0.6629999876022339},{"id":"https://openalex.org/keywords/consumer-trust","display_name":"consumer trust","score":0.6629999876022339},{"id":"https://openalex.org/keywords/sales-techniques","display_name":"sales techniques","score":0.5490000247955322},{"id":"https://openalex.org/keywords/personal-experience","display_name":"personal experience","score":0.4659999907016754},{"id":"https://openalex.org/keywords/leadership-skills","display_name":"leadership skills","score":0.3149999976158142},{"id":"https://openalex.org/keywords/closing-the-sale","display_name":"sales closing","score":0.6150000095367432}],"concepts":[{"id":"https://openalex.org/C2779732396","wikidata":"https://www.wikidata.org/wiki/Q2207288","display_name":"Craft","level":2,"score":0.8563394546508789},{"id":"https://openalex.org/C2776538412","wikidata":"https://www.wikidata.org/wiki/Q989963","display_name":"Storytelling","level":3,"score":0.8106168508529663},{"id":"https://openalex.org/C199033989","wikidata":"https://www.wikidata.org/wiki/Q1318295","display_name":"Narrative","level":2,"score":0.6800693273544312},{"id":"https://openalex.org/C2776291640","wikidata":"https://www.wikidata.org/wiki/Q2912517","display_name":"Value (mathematics)","level":2,"score":0.5618703961372375},{"id":"https://openalex.org/C127413603","wikidata":"https://www.wikidata.org/wiki/Q11023","display_name":"Engineering","level":0,"score":0.34582164883613586},{"id":"https://openalex.org/C39549134","wikidata":"https://www.wikidata.org/wiki/Q133080","display_name":"Public relations","level":1,"score":0.3416185677051544},{"id":"https://openalex.org/C112698675","wikidata":"https://www.wikidata.org/wiki/Q37038","display_name":"Advertising","level":1,"score":0.33930516242980957},{"id":"https://openalex.org/C142362112","wikidata":"https://www.wikidata.org/wiki/Q735","display_name":"Art","level":0,"score":0.3263475298881531},{"id":"https://openalex.org/C153349607","wikidata":"https://www.wikidata.org/wiki/Q36649","display_name":"Visual arts","level":1,"score":0.2853280305862427},{"id":"https://openalex.org/C144133560","wikidata":"https://www.wikidata.org/wiki/Q4830453","display_name":"Business","level":0,"score":0.263719379901886},{"id":"https://openalex.org/C41008148","wikidata":"https://www.wikidata.org/wiki/Q21198","display_name":"Computer science","level":0,"score":0.2486654818058014},{"id":"https://openalex.org/C17744445","wikidata":"https://www.wikidata.org/wiki/Q36442","display_name":"Political science","level":0,"score":0.2174767553806305},{"id":"https://openalex.org/C124952713","wikidata":"https://www.wikidata.org/wiki/Q8242","display_name":"Literature","level":1,"score":0.19236639142036438},{"id":"https://openalex.org/C119857082","wikidata":"https://www.wikidata.org/wiki/Q2539","display_name":"Machine learning","level":1,"score":0.0}],"mesh":[],"locations_count":2,"locations":[{"id":"pmh:oai:bibliotheques-specialisees.paris.fr:p::usmarcdef_0002131425","doi":null,"is_oa":false,"landing_page_url":"http://bibliotheques-specialisees.paris.fr/ark:/73873/pf0002131425","pdf_url":null,"source":{"id":"https://openalex.org/S4306462810","display_name":"American Management Association eBooks","issn_l":null,"issn":null,"is_oa":false,"is_in_doaj":false,"is_core":false,"listed_in":[],"host_organization":null,"host_organization_name":null,"host_organization_lineage":[],"host_organization_lineage_names":[],"type":"ebook platform"},"license":null,"license_id":null,"version":"submittedVersion","is_accepted":false,"is_published":false,"raw_source_name":"","raw_type":"printed monograph"},{"id":"mag:2804284423","doi":null,"is_oa":false,"landing_page_url":"https://openlibrary.org/books/OL27223319M/Sell_with_a_story","pdf_url":null,"source":null,"license":null,"license_id":null,"version":null,"is_accepted":false,"is_published":false,"raw_source_name":null,"raw_type":null}],"best_oa_location":null,"sustainable_development_goals":[],"study_designs":[],"awards":[],"funders":[],"has_content":{"grobid_xml":false,"pdf":false},"content_urls":null,"referenced_works_count":0,"referenced_works":[],"related_works":["https://openalex.org/W7067560632","https://openalex.org/W2997271583","https://openalex.org/W2959842517","https://openalex.org/W3202967699","https://openalex.org/W2888656834","https://openalex.org/W1517638934","https://openalex.org/W364463329","https://openalex.org/W793687910","https://openalex.org/W4396886135","https://openalex.org/W585401049"],"abstract_inverted_index":{"Paul":[0],"Smith,":[1],"author":[2],"of":[3],"the":[4,17,49],"acclaimed":[5],"\"Lead":[6],"with":[7,21],"a":[8],"Story\",":[9],"shifts":[10],"his":[11],"best-selling":[12],"formula":[13],"from":[14,29],"leadership":[15],"to":[16,53],"sales":[18],"arena.":[19],"Complete":[20],"model":[22],"stories,":[23],"skill-building":[24],"exercises,":[25],"and":[26,38,44],"enlightening":[27],"examples":[28],"Microsoft,":[30],"Costco,":[31],"Xerox,":[32],"Abercrombie":[33],"&":[34],"Fitch,":[35],"Hewlett":[36],"Packard,":[37],"other":[39],"top":[40],"companies,":[41],"this":[42],"powerful":[43],"practical":[45],"guide":[46],"gives":[47],"you":[48,51],"tools":[50],"need":[52],"turn":[54],"your":[55],"experiences":[56],"into":[57],"stories":[58],"that":[59],"sell.":[60],"(source":[61],"\u00e9diteur)":[62]},"counts_by_year":[{"year":2025,"cited_by_count":1},{"year":2024,"cited_by_count":1},{"year":2021,"cited_by_count":1},{"year":2020,"cited_by_count":1},{"year":2017,"cited_by_count":1}],"updated_date":"2026-10-04T09:36:47.201465","created_date":"2018-06-01T00:00:00"}
