The Art of Mastering Sales Management Contributor(s): Cook, Thomas A. (Author) |
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ISBN: 1420090755 ISBN-13: 9781420090758 Publisher: CRC Press OUR PRICE: $85.45 Product Type: Hardcover Published: November 2009 Annotation: Today's corporations have changed their marketing processes to accommodate a world in which globalization, lower margins, and longer hours have become the norm. This book examines events that changed the art of selling and offers hands-on techniques for sales personnel and management. The focus is on setting sales strategies, providing exemplary leadership, and developing the skill sets to successfully manage team initiatives and corporate growth plans. From the best of circumstance to the worst, this text addresses all aspects of managing, handling, and addressing sales personnel issues. The author presents creative problem solutions and offers a direct approach for motivating employees. |
Additional Information |
BISAC Categories: - Business & Economics | Sales & Selling - Management - Business & Economics | Customer Relations - Business & Economics | Management Science |
Dewey: 658.81 |
LCCN: 2009022076 |
Physical Information: 0.7" H x 6.2" W x 9.3" (1.05 lbs) 181 pages |
Descriptions, Reviews, Etc. |
Publisher Description: If you believe that the answer no is but a request for more information and understand that the best closing questions are rhetorical, you understand the basic art of sales. If you can teach that art to others, you have the makings of a good sales manager. But not all good sales managers are equal; some are forward thinking enough to be good leaders as well as managers. To be a leader you have to see failures as opportunities to learn and you have to understand the best way to respond to any challenge is to anticipate it before it arrives. In The Art of Mastering Sales Management, Thomas Cook shares the proven practices and principles of good salesmanship that have made him a highly successful businessman and one of the most sought-after sales trainers in the world today. Written for those managers and executives who want to elevate the performance of their entire teams in this age of globalization and minimal margins, the book provides core lessons supported with cases studies garnered during the author's 35 years of hands-on experience over a diversity of businesses. This engaging and timely volume:
Change has become an absolute constant in the business world. That's good news for those who are prepared to respond rather than merely react. The Art of Mastering Sales Management, will helps become a creative problem-solver. Heed its advice and turn your sales people from common employees into contributing committed stakeholders.
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