Developing a Professional Sales Force: A Guide for Sales Trainers and Sales Managers
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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.
Format:Hardcover
Language:English
ISBN:0899301762
ISBN13:9780899301761
Release Date:November 1986
Publisher:Praeger
Length:238 Pages
Weight:1.13 lbs.
Dimensions:0.6" x 6.1" x 9.2"
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