| Document Type
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BL
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| Record Number
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1036829
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| Doc. No
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b791199
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| Main Entry
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Stevens, Howard,1941-
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| Title & Author
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Achieve sales excellence : : the 7 customer rules for becoming the new sales professional /\ Howard Stevens and Theodore Kinni.
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| Publication Statement
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Avon, Mass. :: Platinum Press,, ©2007.
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| Page. NO
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1 online resource (xix, 236 pages)
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| ISBN
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1605508470
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: 9781605508474
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1593376510
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9781593376512
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| Notes
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Title from title screen.
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| Bibliographies/Indexes
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Includes bibliographical references and index.
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| Contents
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Dedication: the greater goal -- Foreword: the new sales profession -- Introduction -- What good science reveals about sales excellence -- The sales professional is the sale -- What your customers want -- The foundational rules of professional competence -- "You must be personally accountable for our desired results" -- "You must understand our business" -- "You must be on our side" -- The advanced rules of sales excellence -- "You must bring us applications" -- "You must be easily accessible" -- "You must solve our problems" -- "You must be innovative in responding to our needs" -- Eight questions for identifying world-class sales organizations -- Question 1 What drives the company's culture? -- Question 2 How does the company segment its markets? -- Question 3 How efficiently does the company adapt to market changes? -- Question 4 How are customers served by the company's IT initiatives? -- Question 5 How evolved are the company's sales, service, and technical support systems? -- Question 6 How does the company solicit customer feedback and measure customer satisfaction? -- Question 7 How does the company recruit and select salespeople? -- Question 8 How does the company train and develop its sales force? -- Epilogue -- Endnotes -- About the HR Chally Group -- Index.
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| Abstract
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Achieve sales excellence examines the new paradigm of business-to-business sales. Based on the results of an innovative, fourteen-year study, this book offers unmatched insight on sales performance issues and the practices sales professionals and organizations must embrace to be a world-class sales force.
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| Subject
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Customer loyalty.
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Customer relations.
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Industrial marketing.
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Selling-- Study and teaching.
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BUSINESS ECONOMICS-- Marketing-- Industrial.
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| Subject
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Customer loyalty.
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| Subject
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Customer relations.
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| Subject
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Industrial marketing.
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| Subject
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Selling-- Study and teaching.
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| Dewey Classification
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658.8/04
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| LC Classification
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HF5415.1263.S84 2007eb
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| Added Entry
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Kinni, Theodore B.,1956-
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