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Developing a Professional Sales Force by David A. Stumm, Hardcover | Indigo Chapters

Compare Developing a Professional Sales Force by David A. Stumm, Hardcover | Indigo Chapters

David A. Stumm

$138.95

Drawing on 25 years of experience as a salesman, sales manager, and training consultant, David Stumm provides a thoughtful analysis of the sales training process-where it succeeds, why it fails, and what is lacking in current practice-and presents field-tested techniques for creating an effective training program. The book is built around three concepts: reading what is happening in any sales situation; recognizing situational need areas as a common theme in all sale techniques development; and building sales strategies that blend selling techniques into an integrated effort. Each chapter explains the theory behind a different sales skill and translates it into specific sales applications. | Developing a Professional Sales Force by David A. Stumm, Hardcover | Indigo Chapters

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Rethinking the Sales Force: Redefining Selling to Create and Capture Customer Value by Neil Rackham, Hardcover | Indigo Chapters
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Winning the Professional Services Sale by Michael W. McLaughlin, Hardcover | Indigo Chapters
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