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

By Graham Yemm

Published by FT Press

Published Date: Jun 5, 2014




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.

Table of Contents



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




Purchase Info

ISBN-10: 0-273-79291-1

ISBN-13: 978-0-273-79291-8

Format: Book

$26.99 | Free Ground Shipping.

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