Developing a Professional Sales Force (Hardcover)

Language: English

Published by Bloomsbury Publishing Plc, Westport, 1986

0899301762 / 9780899301761

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Hardcover. 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. 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. This item is printed on demand. Shipping may be from our UK warehouse or from our Australian or US warehouses, depending on stock availability.

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Title
Developing a Professional Sales Force (Hardcover)
Author
David A. Stumm
Publisher
Bloomsbury Publishing Plc, Westport
Publication year
1986
Condition
new
Binding
Hardcover
Language
English
ISBN 10
0899301762
ISBN 13
9780899301761

CitiRetail

Stevenage, United Kingdom

5-star seller

AbeBooks seller since June 29, 2022

Shipping rates from United Kingdom to U.S.A.

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