Excellence In Sales

This book presents a very novel and strategic approach to Sales Management, an area that has suffered from a lack of sophistication in practice. This content-rich and thought-provoking book has a very unique positioning: It considers the sales performance of an organization at a very high, strategic level and offers specific guidance in managing not just a few direct reports but an entire organization?s sales function. The book includes many useful tools and guidelines and is enhanced with numerous examples that help bring the concepts to life and make them very approachable for the trade market. A checklist-based scoring system that is utilized throughout the book allows readers to specifically evaluate their own company as well as to track its progress as concepts are applied over time. This work is an essential resource and thought-provoking read for ambitious Sales Managers, including CEO-level executives.

"Excellence in Sales" is an integrated management approach for professional sales organisations. The authors collected best and worst practices in sales and customer management. The concept for true excellence in sales is relying on a set of levers which are explained in a systematic manner. Readers get the chance to compare their solutions with the worldwide top performers. Illustrations and numerous recommendations for implementation show how to improve the overall performance of companies.

Field Sales Excellence covers all the skills you need to be a top salesperson, in a readable and highly practical manner. From how to find the ideal prospects and advance the sale, to strategies for building long-lasting business relationships, this workbook takes you, with straightforward tips and advice, through all the steps to make the sales process work in your favour. You learn how to make stunning sales presentations, how to negotiate for win-win outcomes, and the best techniques for understanding and handling objections. Not least, you get tried and proven closing techniques, which you can start applying right away. With its abundance of ideas, examples, and tools, Field Sales Excellence quickly becomes indispensable to any successful sales person.

Key techniques to help maximise the effectiveness of your next sales meeting. The Sales Excellence Pocketbook explains how to make the right initial impression, how to discover customer needs, how to present the best possible case and, crucially, how to close successfully. Also gives tips and techniques on how to prepare for the sales meeting and how to follow-up effectively. The Journal of International Selling and Sales Management said of the book: 'A very practical guide to adapting the sales approach to specific customer needs. This Pocketbook could be regularly used with advantage by anyone engaged in selling'.

Focusing on the basic habits that are common among business leaders, this book pinpoints characteristics of a successful sales lifestyle. Contains the basic information all sales professionals need to know. Here is the basic information anyone in business needs to know. I believe passionately that it is not enough to be just a good salesperson, secretary or manager. We also need to remember that losing a customer is just one bad experience away, and we must do everything we can to give our best service. The Book of Excellence is the first book in a trilogy of handbooks for business success by Byrd Baggett: The Book of Excellence - on sales, Satisfaction Guaranteed - on customer service and now Taking Charge - on leadership.

Every retailer knows that the key to their success is excellent customer service, but given the transient nature of sales staff this is sometimes hard to achieve. The book is divided into four sections: 1) The business: how to secure the belief and buy-in of the senior team/owner to commit to a sales and service culture. 2) The people: how to recruit, develop and reward frontline salespeople. 3) The environment: delivering the back-up required from those working behind the scenes. 4) The sale: how to make the most of every sales and service opportunity. This book shows readers how to embed a service culture that will make the most of every customer interaction to promote long-term business success.

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