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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

Description

SELLING AND SALES MANAGEMENT IN ACTION

 

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

Introduction

 

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

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