Bibliograph

Achieve sales excellence, the 7 customer rules for becoming the new sales professional, Howard Stevens and Theodore Kinni

Type

Label

Achieve sales excellence, the 7 customer rules for becoming the new sales professional, Howard Stevens and Theodore Kinni

Language

eng

Bibliography note

Includes bibliographical references (p. 222-229) and index

Index

index present

Literary Form

non fiction

Main title

Achieve sales excellence

Nature of contents

bibliography

Oclc number

72353737

Responsibility statement

Howard Stevens and Theodore Kinni

Sub title

the 7 customer rules for becoming the new sales professional

Table Of Contents

Dedication: the greater goal -- Foreword: the new sales profession -- Introduction -- What good science reveals about sales excellence -- The sales professional is the sale -- What your customers want -- The foundational rules of professional competence -- "You must be personally accountable for our desired results" -- "You must understand our business" -- "You must be on our side" -- The advanced rules of sales excellence -- "You must bring us applications" -- "You must be easily accessible" -- "You must solve our problems" -- "You must be innovative in responding to our needs" -- Eight questions for identifying world-class sales organizations -- Question 1 What drives the company's culture? -- Question 2 How does the company segment its markets? -- Question 3 How efficiently does the company adapt to market changes? -- Question 4 How are customers served by the company's IT initiatives? -- Question 5 How evolved are the company's sales, service, and technical support systems? -- Question 6 How does the company solicit customer feedback and measure customer satisfaction? -- Question 7 How does the company recruit and select salespeople? -- Question 8 How does the company train and develop its sales force? -- Epilogue -- Endnotes -- About the HR Chally Group -- Index

Classification