Achieve sales excellence : the 7 customer rules for becoming the new sales professional / Howard Stevens and Theodore Kinni.
Material type: TextPublication details: Avon, Mass. : Platinum Press, c2007.Description: xix, 236 p. ; 24 cmISBN:- 9781593376512
- 1593376510
- HF5415.1263 .S84 2007
Item type | Current library | Collection | Call number | Copy number | Status | Date due | Barcode | |
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Books | Zetech Library - Mang'u General Stacks | Non-fiction | MOT HF5415.1263.S84 2007 (Browse shelf(Opens below)) | C1 | Available | Z002315 | ||
Books | Zetech Library - TRC General Stacks | Non-fiction | MOT HF5415.1263.S84 2007 (Browse shelf(Opens below)) | C 1 | Available | Z002288 |
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MOT HF5382.7 .S24 2011 How to win your dream job : a self-help guide to successful job hunting / | MOT HF5415.5 .B4337 2007 Customer loyalty guaranteed : create, lead, and sustain remarkable customer service / | MOT HF5415.332.W66 B74 2011 Why she buys : the new strategy for reaching the world's most powerful consumers / | MOT HF5415.1263.S84 2007 Achieve sales excellence : the 7 customer rules for becoming the new sales professional / | MOT HF5438.3.W34 2011 Selling to anyone over the phone / | MOT HF5438.3.W34 2011 Freedom from oil; | MOT HF5438.4.S35 2006 The #1 sales team : superior techniques for maximum performance / |
Includes bibliographical references (p. 222-229) and index.
Dedication: the greater goal -- Foreword: the new sales profession -- Introduction -- What good science reveals about sales excellence -- The sales professional is the sale -- What your customers want -- The foundational rules of professional competence -- "You must be personally accountable for our desired results" -- "You must understand our business" -- "You must be on our side" -- The advanced rules of sales excellence -- "You must bring us applications" -- "You must be easily accessible" -- "You must solve our problems" -- "You must be innovative in responding to our needs" -- Eight questions for identifying world-class sales organizations -- Question 1 What drives the company's culture? -- Question 2 How does the company segment its markets? -- Question 3 How efficiently does the company adapt to market changes? -- Question 4 How are customers served by the company's IT initiatives? -- Question 5 How evolved are the company's sales, service, and technical support systems? -- Question 6 How does the company solicit customer feedback and measure customer satisfaction? -- Question 7 How does the company recruit and select salespeople? -- Question 8 How does the company train and develop its sales force? -- Epilogue -- Endnotes -- About the HR Chally Group -- Index.
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