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|Chapter 1||What Sales Managers Are Made of||15|
|Chapter 2||How to Hire Effectively||25|
|Chapter 3||The Sales Manager's Role||49|
|Chapter 4||Sales Rep Performance Evaluation||73|
|Chapter 5||Time Management and Technology||87|
|Chapter 6||Sales Rep Performance Improvement||99|
|Chapter 7||Running Effective Sales Meetings||123|
|About the Author||157|
Posted May 7, 2004
There is no difference of opinion about how successful salespeople become and remain successful. You can read long books, philosophical books and books filled with examples and inspiration. The rules are virtually the same. There are no secrets in Barry J. Farber¿s book, but there are lots of verities. It is a brief, repetitive and yet comprehensive compilation of the basics. You learn what you ought to do and then you get a check list that you can use to monitor your progress. This is a simple, short and fairly complete presentation for any new salesperson. It lacks a treatment of the preliminary closing techniques that are important in discretionary buys, but that is all that is missing. Because it is thorough and clear, recommend this handy manual to sales trainers and aspiring salespersons who want a tidy, well-organized presentation on fundamental sales strategies.Was this review helpful? Yes NoThank you for your feedback. Report this reviewThank you, this review has been flagged.
Posted January 12, 2012
No text was provided for this review.