Achieve Sales Excellence: The 7 Customer Rules for Becoming the New Sales Professional [NOOK Book]

Overview

Achieve Sales Excellence examines the new paradigm of business-to-business sales, and outlines the seven practices sales professionals and organisations must embrace to have a world class sales force. Based on exhaustive research, Achieve Sales Excellence is the result of a ten-year study by The HR Chally Group, several Fortune 500 companies and The International Benchmarking Clearing house which asked business customers, the key constituent group of professional sales people, to define the qualities of world ...
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Achieve Sales Excellence: The 7 Customer Rules for Becoming the New Sales Professional

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Overview

Achieve Sales Excellence examines the new paradigm of business-to-business sales, and outlines the seven practices sales professionals and organisations must embrace to have a world class sales force. Based on exhaustive research, Achieve Sales Excellence is the result of a ten-year study by The HR Chally Group, several Fortune 500 companies and The International Benchmarking Clearing house which asked business customers, the key constituent group of professional sales people, to define the qualities of world class sales organisations. Their ratings were confirmed and bolstered by over 70,000 individual interviews and correlated against HR Chally's proprietary database of 300,000 sales professional profiles, the largest in the world. Achieve Sales Excellence pinpoints the three needs of customers, which are the driving forces in the new environment, the seller's responses to this new marketplace and 7 best practice benchmarks of world class sales organisations and salespeople.
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Product Details

  • ISBN-13: 9781605508474
  • Publisher: F+W Media
  • Publication date: 11/29/2006
  • Sold by: Barnes & Noble
  • Format: eBook
  • Pages: 192
  • Sales rank: 1,160,172
  • File size: 569 KB

Table of Contents


Dedication: The Greater Goal     vii
Foreword: The New Sales Profession     ix
Introduction     xv
What Good Science Reveals about Sales Excellence     1
The Sales Professional Is the Sale     4
What Your Customers Want     22
The Foundational Rules of Professional Competence     43
"You Must Be Personally Accountable for Our Desired Results"     46
"You Must Understand Our Business"     66
"You Must Be on Our Side"     87
The Advanced Rules of Sales Excellence     109
"You Must Bring Us Applications"     112
"You Must Be Easily Accessible"     134
"You Must Solve Our Problems"     155
"You Must Be Innovative in Responding to Our Needs"     174
Eight Questions for Identifying World-Class Sales Organizations     191
What Drives the Company's Culture?     194
How Does the Company Segment Its Markets?     198
How Efficiently Does the Company Adapt to Market Changes?     201
How Are Customers Served by the Company's IT Initiatives?     204
How Evolved Are the Company's Sales, Service, and Technical Support Systems?     207
How Does the Company Solicit Customer Feedback and Measure Customer Satisfaction?     210
How Does the Company Recruit and Select Salespeople?     213
How Does the Company Train and Develop Its Sales Force?     216
Epilogue     220
Endnotes     222
About The HR Chally Group     230
Index     232
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Sort by: Showing all of 3 Customer Reviews
  • Anonymous

    Posted February 3, 2008

    A Major Contribution to the Profession of Sales

    Stevens and Kinni advance the profession of selling with this well-written work, based upon extensive research by the HR Chally Group. B2B selling is constantly changing, and salespeople must adapt and adjust to the needs of their customers. Business acumen, beyond knowledge of your products and services, is emerging as a differntiator. This book outlines enough key concepts to form the basis of sales curriculum, but even if a sales manager only focused his or her team on the 'Seven Customer Rules' for sales excellence, it could have a transforming impact on sales performance. There are many other great ideas in this book - for sales mangers, salespeople, and senior executives wanting to differntiate their companies and build stronger long-term relationships with customers.

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  • Anonymous

    Posted November 27, 2007

    A Must buy for all sales professionals

    This is the most amazing sales book ever. It explains all the aspects to become a world class sales professional.

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  • Anonymous

    Posted February 12, 2007

    Finally

    Stevens and Kinni not only provide essential tips for sales success, but they do so with actual customer data. It's refreshing to see something that's more than a 'how I did it' account of success. They actually interpret the science and incorporate it into realistic tools for success.

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