{"product_id":"developing-a-professional-sales-force-david-a-stumm-9780899301761","title":"Developing a Professional Sales Force: A Guide for Sales Trainers and Sales Managers","description":"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.\u003cbr\u003e\u003cbr\u003e\u003cb\u003eAuthor:\u003c\/b\u003e David A. Stumm\u003cbr\u003e\u003cb\u003eISBN-10:\u003c\/b\u003e 0899301762\u003cbr\u003e\u003cb\u003eISBN-13:\u003c\/b\u003e 9780899301761\u003cbr\u003e\u003cb\u003ePublisher:\u003c\/b\u003e Praeger\u003cbr\u003e\u003cb\u003eLanguage:\u003c\/b\u003e English\u003cbr\u003e\u003cb\u003ePublished:\u003c\/b\u003e 11\/12\/1986\u003cbr\u003e\u003cb\u003ePages:\u003c\/b\u003e 238\u003cbr\u003e\u003cb\u003eFormat:\u003c\/b\u003e Hardcover\u003cbr\u003e\u003cb\u003eWeight:\u003c\/b\u003e 1.13lbs\u003cbr\u003e\u003cb\u003eSize:\u003c\/b\u003e 9.21h x 6.14w x 0.56d","brand":"David A. Stumm","offers":[{"title":"Hardcover","offer_id":47930692436223,"sku":"9780899301761","price":95.0,"currency_code":"USD","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0662\/2982\/9887\/files\/img_888f7eb6-806b-40a5-b4dd-40af8817b82c.jpg?v=1766343610","url":"https:\/\/www.whiterainbookhouse.com\/products\/developing-a-professional-sales-force-david-a-stumm-9780899301761","provider":"WR Book House","version":"1.0","type":"link"}