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.
OBNB doesn't sell books, but you may be able to find a copy at one of these websites:
Achieve sales excellence : the 7 customer rules for becoming the new sales professional by Howard Stevens. ISBN 9781593376512. Published by Platinum Press in 2007. Publication and catalogue information, links to buy online and reader comments.
