Inside Sales Management

Editora:

1st World Publishing

Código:

491_9781595408839

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Inside Sales Management is that rare business book which addresses the most challenging situations that managers encounter, often on a daily basis. Whether its helping salespeople outgrow their fears and need for approval, eliminating excuse-making, powerful debriefing strategies, bottom-line interviewing techniques, bringing new hires up to speed quickly, win-win coaching - youll find all these vital topics explored and explained with psychological insight and humor. In the second part of the book youll learn sales psychology, from the points of view of managers, salespeople and even clients and prospects. The real world examples, role-plays and exercises enliven the strategies and make this a dynamic reading experience. If youre committed to success - whether it be in sales or management - learn these strategies by heart. This is nothing less than a course in the psychology of business, and it should be required reading in business schools. Vic Mallen, Vice-president of Sales, Patton Solutions This book should be required for every sales manager! Mark Wilensky clearly explains how to understand and grow the people you manage. Its about time somebody put it all together in one volume! Robin Domeniconi, President, Time Inc. Media Group To really serve your clients, you have to know how they think. In this book Mark Wilensky provides you with the codes to unlock your customers, your salespeople and whats happening between them. Even if you implement only a fraction of his strategies, youll see a dramatic upward trend in sales revenues! Steve Sachs, Publisher, Real Simple Magazine Getting inside the mind of salespeople - and clients - is the key to successful sales management, and that is exactly what this book does. I gained dozens of invaluable insights into how to motivate people, buyers and sellers, and you will too! - Don Combs, president, Colonial Equipment Co. This is the first book Ive seen that clearly describes how to grow people!

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