Sales is a Science - How the Top 2 % Succeed (Hardcover)

What does it take to become a top performer in today's competitive sales field? In "Sales as a Science, " author Allan Lobeck focuses on helping salespeople understand the sales process from both the customer and sales perspective. Based on twenty-five years of experience in worldwide sales, Lobeck communicates that selling commercially is a science, not an art; it is a long-term activity that requires both a plan and a pre-defined process. He presents a logical, documented, process-based approach for activities and sub-activities in a sales cycle. He also provides flow diagrams for each phase of the sales cycle giving professional sales staff the best potential roadmap for success. "Sales as a Science" defines the many steps and roles in the sales process, from planning, to account research, customer contacts, presentation and follow-up, negotiation, and customer evaluation. It outlines the commitment necessary to begin transforming your sales techniques in order to transition to financial independence and become a consistent top performer.

General

Imprint:	Iuniverse, Inc.
Country of origin:	United States
Release date:	February 2011
First published:	February 2011
Authors:	Allan Lobeck
Dimensions:	229 x 152 x 18mm (L x W x T)
Format:	Hardcover - Sewn / Cloth over boards / With dust jacket
Pages:	228
ISBN-13:	978-1-4502-8393-9
Categories:	Books > Business & Economics > Business & management > Sales & marketing > General Promotions
LSN:	1-4502-8393-4
Barcode:	9781450283939

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