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Books > Business & Economics > Business & management > Sales & marketing
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Developing a Professional Sales Force - A Guide for Sales Trainers and Sales Managers (Hardcover)
Loot Price: R2,537
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Developing a Professional Sales Force - A Guide for Sales Trainers and Sales Managers (Hardcover)
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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.
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