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Developing a Professional Sales Force: A Guide for Sales Trainers and Sales Managers

Developing a Professional Sales Force: A Guide for Sales Trainers and Sales Managers

Hardcover

ManagementMarketing

ISBN10: 0899301762
ISBN13: 9780899301761
Publisher: Praeger
Published: Nov 12 1986
Pages: 238
Weight: 1.13
Height: 0.56 Width: 6.14 Depth: 9.21
Language: English
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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