Achieve Sales Excellence: The 7 Customer Rules for Becoming the New Sales Professional

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Adams Media, Nov 29, 2006 - Business & Economics - 192 pages
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Achieve Sales Excellence examines the new paradigm of business-to-business sales, and outlines the seven practices sales professionals and organisations must embrace to have a world class sales force. Based on exhaustive research, Achieve Sales Excellence is the result of a ten-year study by The HR Chally Group, several Fortune 500 companies and The International Benchmarking Clearing house which asked business customers, the key constituent group of professional sales people, to define the qualities of world class sales organisations. Their ratings were confirmed and bolstered by over 70,000 individual interviews and correlated against HR Chally's proprietary database of 300,000 sales professional profiles, the largest in the world. Achieve Sales Excellence pinpoints the three needs of customers, which are the driving forces in the new environment, the seller's responses to this new marketplace and 7 best practice benchmarks of world class sales organisations and salespeople.
 

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Contents

part one 9 what Good science reveals about sales excellence
1
chapter
4
chapter 2
22
part two 9 the foundational rules of professional Competence
43
chapter 3
46
chapter 4
66
chapter 5
87
part three 9 the advanced rules of sales excellence
109
chapter 6
112
chapter 7
134
chapter 8
155
chapter 9
174
part four 9 eight Questions for identifying worldClass
191
question 4
204
Epilogue
220
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About the author (2006)

Howard Stevens (Dayton, OH) is the Chairman and CEO of the HR Chally Group--the top sales performance consulting corporation in the country. Mr. Stevens is the author of The Quadrant Solution and is a frequent speaker and expert source on radio and television. His World Class Sales Benchmarks program has been presented over 500 times across 30 countries for corporations, trade associations, government agencies, and universities. He has been a guest on CNN, Bloomberg, National Public Radio, and other business based programs. He also presents the World Class Sales Benchmarks annually at the Columbia University Graduate School of Business and serves on the Sales Advisory Board for Ohio University.

Kinni is an entrepreneur and business owner who has successfully developed two small businesses. A former director of books for IndustryWeek magazine. He is a business journalist whose articles and book reviews have appeared in a variety of periodicals.

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