Self Development for Sales People: Sales 12.10

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John Wiley & Sons, Jan 16, 2004 - Business & Economics - 118 pages
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The sales function is the front-line of any business. Keeping up with the latest sales techniques is essential, as well as ensuring you have a motivated, incentivised and focused sales team well-versed in the basics of selling, from identifying new prospects and getting repeat business to closing the deal. This module gives essential insight into all the key sales drivers such as account management, handling complex sales, selling services, FMCG selling, customer relationships and self-development for sales people.
 

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Contents

121001 Introduction to Self Development for Sales People
1
121002 What is Self Development in Sales?
5
121003 The Evolution of Self Development in Sales
13
121004 The EDimension
19
121005 The Global Dimension in Self Development for Sales People
27
121006 The State of the Art
35
121007 Self Development in Practice
55
121008 Key Resources and Thinkers
121009 Resources
121010 Ten Steps to Making Self Development in Sales Work
Frequently Asked Questions FAQs
Acknowledgments
Index
Copyright

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About the author (2004)

PATRICK FORSYTH is a leading authority in the field of strategy and business.  He is head of Touchstone Training and Consultancy, an independent firm based in the UK, specializing in marketing consultancy, research and training on marketing issues, sales, communication and management skills.  Patrick has established a reputation as a leading thinker and writer, and is the author of more than 20 successful business books.

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