The sales book / Graham Yemm.

Format:

Book

Author/Creator:

Yemm, Graham, author.

Language:

English

Subjects (All):

Selling.

Sales management.

Physical Description:

1 online resource (xix, 228 pages) : illustrations

Edition:

1st ed.

Place of Publication:

Harlow, England : Pearson, [2013]

Language Note:

English

System Details:

text file

Summary:

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.

Contents:

Cover

Contents

About the author

Acknowledgements

Introduction

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 underperformers

Conclusion - pulling it all together

Index.

Notes:

Includes index.

Description based on print version record.

Description based on publisher supplied metadata and other sources.

ISBN:

9780273792932

0273792938

9780273792925

027379292X

OCLC:

1015883301