Developing a Professional Sales Force - A Guide for Sales Trainers and Sales Managers

Drawing on 25 years of experience as a salesman, sales manager, and training consultant, David Stumm provides a thoughtful analysis of the sales training process--where it succeeds, why it fails, and what is lacking in current practice--and presents field-tested techniques for creating an effective training program. The book is built around three concepts: reading what is happening in any sales situation; recognizing situational need areas as a common theme in all sale techniques development; and building sales strategies that blend selling techniques into an integrated effort. Each chapter explains the theory behind a different sales skill and translates it into specific sales applications.

Dettagli sul prodotto

• Autori: David A. Stumm, Stumm David A.
• Editore: Bloomsbury
• Lingue: Inglese
• Formato: Copertina rigida
• Pubblicazione: 12.11.1986
• EAN: 9780899301761
• ISBN: 978-0-89930-176-1
• Categorie: Scienze sociali, diritto, economia > Economia > Altro; Business & Economics / General, BUSINESS & ECONOMICS / Marketing / General, Sales & marketing, Personnel & human resources management, Sales and marketing, Personnel and human resources management, Business: Marketing, Advertising and Sales