Developing a Professional Sales Force: A Guide for Sales Trainers and Sales Managers
Developing a Professional Sales Force: A Guide for Sales Trainers and Sales Managers by -
Developing a Professional Sales Force: A Guide for Sales Trainers and Sales Managers Author: -
Title: Developing a Professional Sales Force: A Guide for Sales Trainers and Sales Managers
ISBN: 0899301762
ISBN13: 978-0899301761
Other Formats: txt lrf lit txt
Pages: 234 pages
Publisher: Praeger (November 12, 1986)
Language: English
Category: Business & Money
Size PDF version: 1727 kb
Size EPUB version: 1830 kb
Subcategory: Marketing & Sales




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.