Developing a Professional Sales Force: A Guide for Sales Trainers and Sales Managers (Hardcover) (ISBN-13: 9780899301761)

Drawing on 25 years of experience as a salesman, sales manager, and training consultant, David Stumm provides a thoughtful analysis of the sales training process--where it succeeds, why it fails, and what is lacking in current practice--and presents field-tested techniques for creating an effective training program. The book is built around three concepts: reading what is happening in any sales situation; recognizing situational need areas as a common theme in all sale techniques development; and building sales strategies that blend selling techniques into an integrated effort. Each chapter explains the theory behind a different sales skill and translates it into specific sales applications.

Author: David A. Stumm
ISBN-10: 0899301762
ISBN-13: 9780899301761
Publisher: Praeger
Language: English
Published: 11/12/1986
Pages: 238
Format: Hardcover
Weight: 1.13lbs
Size: 9.21h x 6.14w x 0.56d