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Book Description
Innovative Selling is a unique book for corporate sales professionals and their sales leaders about how to prepare, manage, cope, and succeed at corporate global sales.Recent research has discovered concerning underlying discontent with professional sales people who represent global sales organizations. This book assists the sales professionals with navigating the dilemmas and pitfalls that confront today’s corporate sellers so they emerge at the other end mentally healthy, skilled, and sane.
The book also tackles and simplifies the basic steps of the overall sales process, territory planning, and product training, so as to ultimately improve your sales results.
Many sales people today are looking for a simple and concise book to guide them through the corporate sales process–this is the book for you.
Table of Contents
- Cover
- Halftitle Page
- Title Page
- Copyright Page
- Media Statements
- Abstract
- Contents
- Preface
- Acknowledgments
- How to Use This Book
- Chapter 1 Snapshot of Professional Sales Today
- Chapter 2 What the Qualitive Research Confirms
- Chapter 3 Yesterday’s versus Today’s Sales Environment
- Chapter 4 Bullying in Sales & What Motivates the Lying Boss
- Chapter 5 Personal Problems We Encounter in Sales
- Chapter 6 Are We Expendable in Selling Today and What Value You Bring to the Company?
- Chapter 7 The Big Divide Between Marketing and Sales: And How It Will Affect You in Sales?
- Chapter 8 Ethics in Sales
- Chapter 9 Training or the Lack of It
- Chapter 10 What Is Your Me Brand and Selling Style?
- Chapter 11 Getting Down to Sales Technique and Planning
- Chapter 12 Overview of Learning the Great Skill to Sell—the Fun Part
- Chapter 13 How to Ultimately Tell the Buying Signs of Your Customer
- Glossary
- About the Author
- Index
- Back Cover