An estimated 16 billion sales e-mails are sent every day. Since e-mail has revolutionized the way we do business in the twenty-first century, companies need sales professionals well versed in e-mail techniques to get their message across efficiently, effectively, and successfully.

E-Mail Selling Techniques (That Really Work!) by Stephan Schiffman focuses specifically on using e-mail to increase revenue. As sales professionals find themselves more and more dependent on laptops and BlackBerry devices to develop and service accounts, the importance of effective e-mail communication to move a relationship forward plays an important and essential role in today’s marketplace.

Using e-mail does not eliminate the need for cold calling and setting up meetings. Schiffman calls that a harmful form of “wishful thinking.” Instead, he says, “If salespeople are smart, and implement the book’s principles, they can use e-mail more intelligently than the competition and get more in-person meetings and accelerate the selling cycle.”

E-Mail Selling Techniques provides strategies for salespeople to become adept in using e-mail for improving the quality of information, building relationships, and, therefore the likelihood of closing the deal. (Adams Media, $9.95) HBM