Developing a Professional Sales Force: A Guide for Sales Trainers and Sales Managers

by David A. Stumm

Overview

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.

Product Details

ISBN-13:	9780899301761
Publisher:	Bloomsbury Academic
Publication date:	11/12/1986
Pages:	238
Product dimensions:	6.14(w) x 9.21(h) x 0.56(d)