Scientific Selling (PDF)
Creating High Performance Sales Teams through Applied Psychology and Testing
(Sprache: Englisch)
Sales managers have the most difficult job in the business
world. They are responsible not just for revenue, but also for the
hiring, coaching, training, and deployment of the employees who
must generate it.
Before the advancements that inspired...
world. They are responsible not just for revenue, but also for the
hiring, coaching, training, and deployment of the employees who
must generate it.
Before the advancements that inspired...
sofort als Download lieferbar
eBook (pdf)
16.99 €
- Lastschrift, Kreditkarte, Paypal, Rechnung
- Kostenloser tolino webreader
Produktdetails
Produktinformationen zu „Scientific Selling (PDF)“
Sales managers have the most difficult job in the business
world. They are responsible not just for revenue, but also for the
hiring, coaching, training, and deployment of the employees who
must generate it.
Before the advancements that inspired Scientific Selling,
sales managers had few tools to help them succeed at these
disparate yet essential tasks. Today, however, the scientific
approaches described in this book allow sales managers to more
effectively measure, refine, and improve every aspect of the sales
environment.
Using easily-understood examples, graphics, charts, and
explanations, Scientific Selling describes how to:
* Predictably improve sales results.
* Attract and retain top sales performers.
* Sharply decrease employee turnover.
* Spend sales training dollars more wisely.
* Better target sales coaching efforts.
* Move into consultative selling more quickly.
* And much more.
Scientific Selling features over a dozen case studies
illustrating exactly how scientific measurement and testing have
improved sales performance within different kinds of sales groups
inside multiple industries.
world. They are responsible not just for revenue, but also for the
hiring, coaching, training, and deployment of the employees who
must generate it.
Before the advancements that inspired Scientific Selling,
sales managers had few tools to help them succeed at these
disparate yet essential tasks. Today, however, the scientific
approaches described in this book allow sales managers to more
effectively measure, refine, and improve every aspect of the sales
environment.
Using easily-understood examples, graphics, charts, and
explanations, Scientific Selling describes how to:
* Predictably improve sales results.
* Attract and retain top sales performers.
* Sharply decrease employee turnover.
* Spend sales training dollars more wisely.
* Better target sales coaching efforts.
* Move into consultative selling more quickly.
* And much more.
Scientific Selling features over a dozen case studies
illustrating exactly how scientific measurement and testing have
improved sales performance within different kinds of sales groups
inside multiple industries.
Inhaltsverzeichnis zu „Scientific Selling (PDF)“
Acknowledgments vii Foreword Geoffrey James xiii Preface xvii Chapter 1 The Science of Selling 1 Chapter 2 The Science of Behavioral Assessment 17 Chapter 3 The Science of Sales Skills Assessment 35 Chapter 4 The Science of Hiring Sales Talent 49 Chapter 5 The Science of Sales Training 71 Chapter 6 The Science of Sales Coaching 93 Chapter 7 The Science of Sales Management 115 Chapter 8 The Science of Sales Process 147 Chapter 9 How Scientific Is It? 181 Chapter 10 The Future of Scientific Selling 199 Index 211
Autoren-Porträt von Nancy Martini, Geoffrey James
NANCY MARTINI is the President and CEO of PI Worldwide, a privately held international management consulting company. PI Worldwide has forty-five locations around the world, with more than 350 consultants and is active in 144 countries. She is the author of Customer Focused Selling and has been interviewed and published regularly in several magazines including Selling Power, Talent, Chief Learning Officer, Forbes.com, and One to One Media, among others.GEOFFREY JAMES is an award-winning journalist who writes a daily column for Inc.com and previously wrote Sales Machine, the world's most-visited sales-oriented blog. He's authored hundreds of articles for publications like Wired and SellingPower, as well as several books, including How to Say It: Business to Business Selling and The Tao of Programming. Visit: piworldwide.com and geoffreyjames.com
Bibliographische Angaben
- Autoren: Nancy Martini , Geoffrey James
- 2012, 1. Auflage, 240 Seiten, Englisch
- Verlag: John Wiley & Sons
- ISBN-10: 1118226410
- ISBN-13: 9781118226414
- Erscheinungsdatum: 06.03.2012
Abhängig von Bildschirmgröße und eingestellter Schriftgröße kann die Seitenzahl auf Ihrem Lesegerät variieren.
eBook Informationen
- Dateiformat: PDF
- Größe: 3 MB
- Mit Kopierschutz
Sprache:
Englisch
Kopierschutz
Dieses eBook können Sie uneingeschränkt auf allen Geräten der tolino Familie lesen. Zum Lesen auf sonstigen eReadern und am PC benötigen Sie eine Adobe ID.
Kommentar zu "Scientific Selling"
0 Gebrauchte Artikel zu „Scientific Selling“
| Zustand | Preis | Porto | Zahlung | Verkäufer | Rating |
|---|
Schreiben Sie einen Kommentar zu "Scientific Selling".
Kommentar verfassen