Sales is a Science: How the Top 2 % Succeed (Hardcover) (ISBN-13: 9781450283939)

What does it take to become a top performer in today's competitive sales field? In Sales as a Science, author Allan Lobeck focuses on helping salespeople understand the sales process from both the customer and sales perspective. Based on twenty-five years of experience in worldwide sales, Lobeck communicates that selling commercially is a science, not an art; it is a long-term activity that requires both a plan and a pre-defined process. He presents a logical, documented, process-based approach for activities and sub-activities in a sales cycle. He also provides flow diagrams for each phase of the sales cycle giving professional sales staff the best potential roadmap for success. Sales as a Science defines the many steps and roles in the sales process, from planning, to account research, customer contacts, presentation and follow-up, negotiation, and customer evaluation. It outlines the commitment necessary to begin transforming your sales techniques in order to transition to financial independence and become a consistent top performer.

Author: Allan Lobeck
ISBN-10: 1450283934
ISBN-13: 9781450283939
Publisher: iUniverse
Language: English
Published: 02/08/2011
Pages: 228
Format: Hardcover
Weight: 1.08lbs
Size: 9.00h x 6.00w x 0.69d