The New Science of Selling and Persuasion

How Smart Companies and Great Salespeople Sell

William T. Brooks

239 pages, parution le 27/12/2004

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Indisponible

Résumé

One of the world's most sought-after sales training and consulting experts reveals the strategies smart companies use to sell anything to anyone

This book takes a new and relevant approach to sales from the perspective of both organizational and individual performance. Based on the author's broad-based personal experience working with over 2,000 sales organizations, it combines organizational guidelines, sales management strategies, how-to sales tips, and career guidance for sales executives, sales managers, and salespeople alike. Incorporating proprietary research, case studies, real-world examples, and practical information, this book will revolutionize the very way sales organizations sell.

L'auteur - William T. Brooks

William T. Brooks is CEO of The Brooks Group, a consulting firm that provides custom sales solutions to businesses. An internationally renowned expert on sales and sales management, he has more than a dozen books to his credit.

Sommaire

Preface
Acknowledgments
The New Science of Selling and Persuasion
Sales Management
Hiring and Retaining Great Salespeople
Selecting and Empowering the Right Sales Managers
Sales Management Process
Achieving Total Selling Mastery
Sales Culture
Accountability
Integrating Marketing, Sales, and Service for Superior Performance
Successful Product Introductions
Sales Management and Selling Truths
Organizational and Salesforce Audit
Index

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Caractéristiques techniques

	PAPIER
Éditeur(s)	Wiley
Auteur(s)	William T. Brooks
Parution	27/12/2004
Nb. de pages	239
Format	16 x 24
Couverture	Relié
Poids	477g
Intérieur	Noir et Blanc
EAN13	9780471469247