| |
Companies today are struggling to find the only thing that matters in today’s competitive marketplace. Price?....Quality... Innovative product features? The Answer The Salesperson. While all of the above factors certainly influence a customer’s buying decision, none of them is the most influential factor. What is? The employee who has the most power to make or break your company’s bottom line and influence its customers...the salesperson. Achieve Sales Excellence examines the new paradigm of business-to-business sales. This book is based on the results of a fourteen-year study, which asked business customers-the key constituent group of professional salespeople-to define the qualities of world-class salespeople and organizations. It offers unmatched insights into sales performance issues and the practices sales professionals and organizations must embrace to become world-class sales force. About Author: Howard Stevens is the Chairman and CEO of the HR Chally Group-the top sales performance consulting corporation in the country. Mr. Stevens is the author of The Quadrant Solution and is a frequent speaker and expert source on radio and television. His World Class Sales Benchmarks program has been presented over 500 times across 30 countries for corporations, trade associations, government agencies, and universities. He has been a guest on CNN, Bloomberg, National Public Radio and other business based programs. He also presents the world class sales benchmarks annually at university graduate schools of business and serves as chairman of the sales advisory board for Ohio University and the foundation board of Wright State University. Theodore Kinni is a former management consultant and accomplished business journalist. He has written over 100 articles and numerous book reviews that have appeared in a wide variety of periodicals including, Harvard Management Update, Selling Power, Quality Digest, and many others ISBN - 9781593376512
|
| |
Pages : 236
|