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Stu introduces SMART, five focus areas for every sales ...
Stu introduces SMART, five focus areas for every sales manager: Selling Skills, Motivational Management, Attitude, Relationships and Thinking. Stu relates opinions, facts, stories and sound advice as he explains what works and what doesn't work; when to act, and when to stay out of the way; and how to build a team where everyone succeeds.
Along the way, Stu takes an amicable swipe at the type of sales manager who exhibits the worst characteristics of the profession - the 'klink'. Klinks are sales managers who range in capability from inept to dangerous. They are useful - as a warning to others.
The book is filled with to-the-point practical advice and insights aimed at everyone involved in business-to-business technology or solution sales at any level and in any industry.