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.
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