Developing a Professional Sales Force: A Guide for Sales Trainers and Sales Managers

by David A. Stumm

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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...

Format:Hardcover

Language:English

ISBN:0899301762

ISBN13:9780899301761

Release Date:November 1986

Publisher:Praeger

Length:238 Pages

Weight:1.13 lbs.

Dimensions:0.6" x 6.1" x 9.2"

Related Subjects

Business Business & Finance Business & Investing Economics Human Resources Human Resources & Personnel Management Industries & Professions Management & Leadership Marketing & Sales

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Developing a Professional Sales Force: A Guide for Sales Trainers and Sales Managers

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