Value-added Sales Management: A Guide for Salespeople and Their Managers

Front Cover
McGraw Hill Professional, 1993 - Business & Economics - 192 pages
Value-added selling has become the strategy for competing in the '90s. An essential element of an effective value-added sales force is the consistent follow-up training it must receive. This book addresses front-line sales managers who view training as the catalyst to change and management as the real agent of change.

From inside the book

What people are saying - Write a review

We haven't found any reviews in the usual places.

Contents

Introduction to ValueAdded Selling
1
Proactive Selling Strategies
16
The Critical Buying Path
39
Copyright

8 other sections not shown

Common terms and phrases

References to this book

About the author (1993)

McGraw-Hill authors represent the leading experts in their fields and are dedicated to improving the lives, careers, and interests of readers worldwide

Bibliographic information