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Posted February 3, 2008
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.Was this review helpful? Yes NoThank you for your feedback. Report this reviewThank you, this review has been flagged.
Posted November 27, 2007
Posted February 12, 2007
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.Was this review helpful? Yes NoThank you for your feedback. Report this reviewThank you, this review has been flagged.