Salesmanship: Enterprise Manager's Guide

Salesmanship: Enterprise Managers Guide has been developed based on experience over the last twenty years in sales of capital goods and software solutions to improve performance. The book came out from the need to train our sales managers. In the information age, it is no longer sufficient to hire sales people with sales and marketing qualification. There is a paradigm change in the function of sales in an enterprise. On the one hand, the sales manager has to be transformed into an entrepre...