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Hardback or Cased Book. Zustand: New. Practical Sales Management. Book.

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Zustand: New. In English.

Zustand: New. In English.

Zustand: New. In English.

Zustand: New. In English.

Buch. Zustand: Neu. Neuware - No Seminars in Foxholes offers practical lessons for real-world salespeople. You will learn (1) the best sales tactics to use depend on the situation; (2) the strength of your product, company, status at an account, and timing of market entry are crucial, (3) people in the sales process are swayed by politics and emotions; (4) prospects will select vendors based on how they feel about the limited inputs they have; (5) how to gather, often surreptitiously, the information you need about the decision process; (6) how to use that knowledge and other techniques to affect the outcome. One-size-fits-all approaches to sales do not work. This book will change how you view the sales profession.…

Buch. Zustand: Neu. Neuware - My previous work, Practical Selling -- No Seminars in Foxholes, addressed the issues important to salespeople out in the trenches. Together with Practical Sales Management -- Alone in the Field, these two books are calculated departures in approach from all of the Sales Books descended from Dale Carnegie's 1936 How to Win Friends and Influence People. 68 years is long enough to pretend that large complex sales will be won or lost based on whether the prospect likes the salesperson. Hopefully, we are done with pop, self-help psychologists telling salespeople how to sell. Likewise, the two works deviate significantly from the latest themes of 80's-90's sales books: (1) one-size-fits all selling techniques; (2) interchangeable salespersons; (3) rational, fair and honest selling environments; (4) the presumption of competitive products, unlimited resources, competent management, strong companies. Regarding (4), I am amazed by how many individuals, even with sales in their titles, know very little about selling. There are armies of salespeople working for large American companies who, in the final analysis, simply take orders because their companies and their products are so strong. No one has to sell anything until the customer says 'no.' Meanwhile, the sales manager must lead the right organization to address multiple territories, product lines, channels and strategies. None of that would especially matter if orders simply came in due to the likeability of the salesperson or the strength of the product or company. Unlike the idealized environment described in books and seminars, he must often deal with limited resources and lack of support from his company; a broad range of sales roles required by his company's situation; flesh-and-blood salespeople with their individual capabilities and deficiencies to train and motivate; and huge amounts of effort put into non-revenue-producing, often meaningless, administrative tasks that drain his time and energy. And this is just the shortlist of challenges. In a sense, the sales force manager's dilemma is this: Unlike notions presented in conventional theory, the experienced sales manager knows that what he can achieve is going to depend on what situation he is in. This includes all the key components: what kind of industry, what kind of resources, what kind of company, what kind of salespeople, what kind of product, and what the market and account situation really is. The situational aspects are key! In short, Practical Sales Management -- Alone in the Field describes what actually happens in the real world of the sales manager.…

Gebunden. Zustand: New. KlappentextrnrnMy previous work, Practical Selling -- No Seminars in Foxholes, addressed the issues important to salespeople out in the trenches. Together with Practical Sales Management -- Alone in the Field, these two books are calculated depa.

Gebunden. Zustand: New. KlappentextrnrnNo Seminars in Foxholes offers practical lessons for real-world salespeople. You will learn (1) the best sales tactics to use depend on the situation (2) the strength of your product, company, status at an account, and timing of .

PF. Zustand: New. This item is printed on demand. Brand new book, sourced directly from publisher. Dispatch time is 6-7 days from our warehouse. Book will be sent in robust, secure packaging to ensure it reaches you securely.

Zustand: Sehr gut. Zustand: Sehr gut | Sprache: Englisch | Produktart: Bücher | No Seminars in Foxholes offers practical lessons for real-world salespeople. You will learn (1) the best sales tactics to use depend on the situation; (2) the strength of your product, company, status at an account, and timing of market entry are crucial, (3) people in the sales process are swayed by politics and emotions; (4) prospects will select vendors based on how they feel about the limited inputs they have; (5) how to gather, often surreptitiously, the information you need about the decision process; (6) how to use that knowledge and other techniques to affect the outcome. One-size-fits-all approaches to sales do not work. This book will change how you view the sales profession.…

PAP. Zustand: New. New Book. Shipped from UK. THIS BOOK IS PRINTED ON DEMAND. Established seller since 2000.

PAP. Zustand: New. New Book. Shipped from UK. THIS BOOK IS PRINTED ON DEMAND. Established seller since 2000.

PAP. Zustand: New. New Book. Delivered from our UK warehouse in 4 to 14 business days. THIS BOOK IS PRINTED ON DEMAND. Established seller since 2000.

PAP. Zustand: New. New Book. Delivered from our UK warehouse in 4 to 14 business days. THIS BOOK IS PRINTED ON DEMAND. Established seller since 2000.

Zustand: New. Print on Demand pp. 244 1:B&W 5.5 x 8.5 in or 216 x 140 mm (Demy 8vo) Perfect Bound on Creme w/Gloss Lam.

Zustand: New. Print on Demand pp. 216 1:B&W 5.5 x 8.5 in or 216 x 140 mm (Demy 8vo) Perfect Bound on Creme w/Gloss Lam.

Zustand: New. Print on Demand pp. 216.

Zustand: New. Print on Demand pp. 244.

Zustand: New. Print on Demand pp. 216 46:B&W 5.5 x 8.5 in or 216 x 140 mm (Demy 8vo) Gray Cloth w/Jacket on Creme w/Gloss Lam.

Zustand: New. Print on Demand pp. 244 46:B&W 5.5 x 8.5 in or 216 x 140 mm (Demy 8vo) Gray Cloth w/Jacket on Creme w/Gloss Lam.

Zustand: New. PRINT ON DEMAND pp. 244.

Zustand: New. PRINT ON DEMAND pp. 216.

HRD. Zustand: New. New Book. Shipped from UK. THIS BOOK IS PRINTED ON DEMAND. Established seller since 2000.

HRD. Zustand: New. New Book. Shipped from UK. THIS BOOK IS PRINTED ON DEMAND. Established seller since 2000.

Zustand: New. Print on Demand pp. 216.