Overview
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.
- | Author: David A. Stumm
- | Publisher: Praeger
- | Publication Date: Nov 12, 1986
- | Number of Pages: 238 pages
- | Binding: Hardback or Cased Book
- | ISBN-10: 0899301762
- | ISBN-13: 9780899301761
