| Description |
xix, 236 p. ; 24 cm. |
| Bibliography |
Includes bibliographical references (p. 222-229) and index. |
| 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. |
| Subject |
Industrial marketing.
|
|
Customer relations.
|
|
Customer loyalty.
|
|
Selling -- Study and teaching.
|
| Added Author |
Kinni, Theodore B., 1956-
|
| ISBN |
9781593376512 |
|
1593376510 |
| Standard No. |
9781593376512 |
|
YDXCP 2455524 |
|
