Scientific Selling: Creating High-Performance Sales Teams Through Applied Psychology and Testing

Overview

Sales managers have the most difficult job in the business world. They are responsible not just for revenue, but also for the hiring, coaching, training, and deployment of the employees who must generate it.

Before the advancements that inspired Scientific Selling, sales managers had few tools to help them succeed at these disparate yet essential tasks. Today, however, the scientific approaches described in this book allow sales managers to ...

See more details below
Hardcover
$19.19
BN.com price
(Save 23%)$24.95 List Price

Pick Up In Store

Reserve and pick up in 60 minutes at your local store

Other sellers (Hardcover)
  • All (11) from $4.27   
  • New (6) from $14.65   
  • Used (5) from $4.27   
Scientific Selling: Creating High Performance Sales Teams through Applied Psychology and Testing

Available on NOOK devices and apps  
  • NOOK Devices
  • Samsung Galaxy Tab 4 NOOK 7.0
  • Samsung Galaxy Tab 4 NOOK 10.1
  • NOOK HD Tablet
  • NOOK HD+ Tablet
  • NOOK eReaders
  • NOOK Color
  • NOOK Tablet
  • Tablet/Phone
  • NOOK for Windows 8 Tablet
  • NOOK for iOS
  • NOOK for Android
  • NOOK Kids for iPad
  • PC/Mac
  • NOOK for Windows 8
  • NOOK for PC
  • NOOK for Mac

Want a NOOK? Explore Now

NOOK Book (eBook)
$13.99
BN.com price
(Save 43%)$24.95 List Price

Overview

Sales managers have the most difficult job in the business world. They are responsible not just for revenue, but also for the hiring, coaching, training, and deployment of the employees who must generate it.

Before the advancements that inspired Scientific Selling, sales managers had few tools to help them succeed at these disparate yet essential tasks. Today, however, the scientific approaches described in this book allow sales managers to more effectively measure, refine, and improve every aspect of the sales environment.

Using easily-understood examples, graphics, charts, and explanations, Scientific Selling describes how to:

  • Predictably improve sales results.
  • Attract and retain top sales performers.
  • Sharply decrease employee turnover.
  • Spend sales training dollars more wisely.
  • Better target sales coaching efforts.
  • Move into consultative selling more quickly.
  • And much more.

Scientific Selling features over a dozen case studies illustrating exactly how scientific measurement and testing have improved sales performance within different kinds of sales groups inside multiple industries.

Read More Show Less

Product Details

  • ISBN-13: 9781118167977
  • Publisher: Wiley
  • Publication date: 4/10/2012
  • Edition number: 1
  • Pages: 216
  • Sales rank: 1,450,145
  • Product dimensions: 6.00 (w) x 9.10 (h) x 1.00 (d)

Meet the Author

NANCY MARTINI is the President and CEO of PI Worldwide, a privately held international management consulting company. PI Worldwide has forty-five locations around the world, with more than 350 consultants and is active in 144 countries. She is the author of Customer Focused Selling and has been interviewed and published regularly in several magazines including Selling Power, Talent, Chief Learning Officer, Forbes.com, and One to One Media, among others.

GEOFFREY JAMES is an award-winning journalist who writes a daily column for Inc.com and previously wrote Sales Machine, the world's most-visited sales-oriented blog. He's authored hundreds of articles for publications like Wired and SellingPower, as well as several books, including How to Say It: Business to Business Selling and The Tao of Programming. Visit: piworldwide.com and geoffreyjames.com

Read More Show Less

Table of Contents

Acknowledgments vii

Foreword Geoffrey James xiii

Preface xvii

Chapter 1 The Science of Selling 1

Chapter 2 The Science of Behavioral Assessment 17

Chapter 3 The Science of Sales Skills Assessment 35

Chapter 4 The Science of Hiring Sales Talent 49

Chapter 5 The Science of Sales Training 71

Chapter 6 The Science of Sales Coaching 93

Chapter 7 The Science of Sales Management 115

Chapter 8 The Science of Sales Process 147

Chapter 9 How Scientific Is It? 181

Chapter 10 The Future of Scientific Selling 199

Index 211

Read More Show Less

Customer Reviews

Be the first to write a review
( 0 )
Rating Distribution

5 Star

(0)

4 Star

(0)

3 Star

(0)

2 Star

(0)

1 Star

(0)

Your Rating:

Your Name: Create a Pen Name or

Barnes & Noble.com Review Rules

Our reader reviews allow you to share your comments on titles you liked, or didn't, with others. By submitting an online review, you are representing to Barnes & Noble.com that all information contained in your review is original and accurate in all respects, and that the submission of such content by you and the posting of such content by Barnes & Noble.com does not and will not violate the rights of any third party. Please follow the rules below to help ensure that your review can be posted.

Reviews by Our Customers Under the Age of 13

We highly value and respect everyone's opinion concerning the titles we offer. However, we cannot allow persons under the age of 13 to have accounts at BN.com or to post customer reviews. Please see our Terms of Use for more details.

What to exclude from your review:

Please do not write about reviews, commentary, or information posted on the product page. If you see any errors in the information on the product page, please send us an email.

Reviews should not contain any of the following:

  • - HTML tags, profanity, obscenities, vulgarities, or comments that defame anyone
  • - Time-sensitive information such as tour dates, signings, lectures, etc.
  • - Single-word reviews. Other people will read your review to discover why you liked or didn't like the title. Be descriptive.
  • - Comments focusing on the author or that may ruin the ending for others
  • - Phone numbers, addresses, URLs
  • - Pricing and availability information or alternative ordering information
  • - Advertisements or commercial solicitation

Reminder:

  • - By submitting a review, you grant to Barnes & Noble.com and its sublicensees the royalty-free, perpetual, irrevocable right and license to use the review in accordance with the Barnes & Noble.com Terms of Use.
  • - Barnes & Noble.com reserves the right not to post any review -- particularly those that do not follow the terms and conditions of these Rules. Barnes & Noble.com also reserves the right to remove any review at any time without notice.
  • - See Terms of Use for other conditions and disclaimers.
Search for Products You'd Like to Recommend

Recommend other products that relate to your review. Just search for them below and share!

Create a Pen Name

Your Pen Name is your unique identity on BN.com. It will appear on the reviews you write and other website activities. Your Pen Name cannot be edited, changed or deleted once submitted.

 
Your Pen Name can be any combination of alphanumeric characters (plus - and _), and must be at least two characters long.

Continue Anonymously

    If you find inappropriate content, please report it to Barnes & Noble
    Why is this product inappropriate?
    Comments (optional)