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- McGraw-Hill Education 2003; US$ 39.95 US$ 32.76
Compensating the Sales Force is a uniquely jargon-free, how-to guide to all major sales compensation concepts and formulas. Using real-world examples, guru David J. Cichelli: Helps readers select the right compensation strategy for their firm Provides step-by-step guidance to implementing various approaches Simplifies the mathematical formulas... more...
- HarperCollins 2009; US$ 14.96
"Every great leader is a great storyteller," says Harvard University psychologist Howard Gardner. According to master storytellers Richard Maxwell and Robert Dickman, storytelling is a lot like running. Everyone knows how to do it, but few of us ever break the four-minute mile. What separates the great runners from the rest? The greats know not... more...
OPEN-Question Selling: Unlock Your Customer's Needs to Close the Sale... by Knowing What to Ask and When to Ask ItMcGraw-Hill Education 2007; US$ 17.00 US$ 13.94
Build stronger relationships with customers through the OPEN Questioning technique By asking four types of questions-Operational, Problem, Effect, and Nail Down-you can address customer needs, find connections, and build the kind of relationships that enable you to close more sales. This hands-on guide shows how to use OPEN Question Selling throughout... more...
- HRD Press 2006; US$ 99.95
25 Sales Strategies and Activities. By Peter Garber. Is your sales team stuck in a rut? Would you like to get them fired up about bringing in new customers and selling more?. 25 Sales Strategies and Activities is a unique training and development tool designed to teach sales professionals how and when to use a variety of proven sales strategies. The... more...
- Wiley 2010; US$ 29.95 US$ 20.96
Sales training doesn’t develop sales champions. Managers do . The secret to developing a team of high performers isn’t more training but better coaching . When managers effectively coach their people around best practices, core competencies and the inner game of coaching that develops the champion attitude, it makes... more...
- McGraw-Hill Education 2008; US$ 21.95 US$ 18.00
The challenge: achieve high-level growth on an annual basis. Every sales professional faces it. Mark Cook, a growth leadership consultant for leading performance improvement company O.C. Tanner, called on top sales earners at leading organizations worldwide to discover their secrets for sales success. The results revealed trailblazing strategies... more...
- Sourcebooks, Inc. 2006; US$ 16.99
Coaching the Sale is an entirely new approach to sales, one designed to win over today's cynical customers. If you learn to work with your clients and bring them on your team, they will let you coach them to bigger sales and a long-term relationship. more...
- McGraw-Hill Education 2008; US$ 30.00 US$ 24.60
The USA Today and New York Times Bestseller! Meet your sales objective and close more business in 20 minutes a day CONNECT with your customer immediately EXPLORE customer needs thoroughly and quickly LEVERAGE your solutions persuasively RESOLVE your customer?s questions and objections confidently ACT when the time is right "Your... more...