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

Stumm, David A.

 
9780899301761: Developing a Professional Sales Force: A Guide for Sales Trainers and Sales Managers
Couverture rigide
ISBN 10 : 0899301762 ISBN 13 : 9780899301761
Editeur : Praeger Publishers Inc, 1986

Synopsis

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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À propos de l?auteur

DAVID A. STUMM has 20 years of sales management experience and was instrumental in founding the sales consulting and training firm of Barnes McHugh Company.

Les informations fournies dans la section « A propos du livre » peuvent faire référence à une autre édition de ce titre.

Éditeur
Praeger Publishers Inc
Date d'édition
1986
Langue
anglais
ISBN 10 
0899301762
ISBN 13 
9780899301761
Reliure
Relié
Nombre de pages
234
Coordonnées du fabricant
non disponible
Personne responsable
gpsr@libri.de
gpsr@libri.de

Friedensallee 273
Hamburg
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Allemagne