4 Ergebnisse.

No Seminars in Foxholes offers practical lessons for real-world salespeople. You will learn (1) the best sales tactics to use depend on the situation, (2) the strength of your product, company, status at an account, and timing of market entry are crucial, (3) people in the sales process are swayed by politics and emotions, (4) prospects will select vendors based on how they feel about the limited inputs they have, (5) how to gather, often surr...

Practical Sales Management offers realistic perspectives on traditional tasks of the sales manager such as hiring, training, compensation, organization, automation, and achievement measures. In addition, it presents new guidance on how necessary the sales manager's involvement is in contracts, pricing, channel selection, and company resource relationships. Finally, Practical Sales Management describes how crucial the sales manager is in compan...

My previous work, Practical Selling -- No Seminars in Foxholes, addressed the issues important to salespeople out in the trenches. Together with Practical Sales Management -- Alone in the Field, these two books are calculated departures in approach from all of the Sales Books descended from Dale Carnegie's 1936 How to Win Friends and Influence People. 68 years is long enough to pretend that large complex sales will be won or lost based on whet...

No Seminars in Foxholes offers practical lessons for real-world salespeople. You will learn (1) the best sales tactics to use depend on the situation, (2) the strength of your product, company, status at an account, and timing of market entry are crucial, (3) people in the sales process are swayed by politics and emotions, (4) prospects will select vendors based on how they feel about the limited inputs they have, (5) how to gather, often surr...