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The Sales Book: How to Drive Sales, Manage a Sales Team and Deliver Results

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The Sales Book: How to Drive Sales, Manage a Sales Team and Deliver Results

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Description

  • Copyright 2013
  • Dimensions: 6 X 9
  • Pages: 256
  • Edition: 1st
  • Book
  • ISBN-10: 0-273-79291-1
  • ISBN-13: 978-0-273-79291-8

SELLING AND SALES MANAGEMENT IN ACTION

The Sales Book picks out the top challenges that you are likely to face and shows you how to maximise your own performance and that of a sales team. Every challenge is broken down into user-friendly advice that follows a clear structure:

# The objectives of each section

# An overview of the main principles

# What you need to do to achieve success

# A speed-read checklist to help you remember key points

Whether you're looking for practical sales techniques or advice on how to build a sales strategy, this easy to use guide is a must-have for those involved in sales at any level.

Sample Content

Table of Contents

Introduction

What you need to succeed in sales

The requirements of sales management

Part 1 – Fundamentals for selling

What is selling and what type is right for the organisation?

Knowledge, skills and attitudes for success

Managing time effectively

The first steps – finding potential customers

Why People Buy

Part 2 – Starting the sale

Pre-call preparation

Who to talk to

Creating the right first impression

Establishing the relationship

Learn more by listening:

Part 3 – Making the sale

Questions are your friend

It’s not what it is, it’s what it does

Present your sales case

Handling barriers to the sale

Getting commitment

Part 4 – Setting the sales strategy

The fit between the business strategy, marketing and sales:

Setting the strategic direction

Identifying your sales structure

The cost effectiveness of your sales function:

Interactions with other functions

Part 5 – Managing the sales operation

Setting goals for your sales people

Identifying the right sales process:

Using the sales process to deliver results:

Establishing standards of performance:

The monitoring and control system

Part 6 – Managing sales people

.

Recruiting the right sales people

Remuneration and rewards

Establishing your expectations

Inductions and bringing new people on

Communicating with your team

Part 7 – Managing and growing performance

The need for leadership

Coaching to develop performance

Motivating your team

Reviewing sales performance

Dealing with under-performers

Conclusion – Pulling it all together

 

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