Strategies That Win Sales
This book starts with the observation that the sales environment has changed a great deal in recent years, and that most companies are now faced with the need to make large-scale change in their sales organization.
Author(s): Mark Marone, Seleste Lunsford
Publisher: Dearborn Trade Publishing
Date of publication: 2005
Manageris opinion
This book starts with the observation that the sales environment has changed a great deal in recent years, and that most companies are now faced with the need to make large-scale change in their sales organization. The advice proffered to implement these changes, such as establishing a consultative sales strategy, using information technologies, etc., sometimes give the impression of being a haphazard shopping list, but the quality and relevance of the book still shines through. We recommend three chapters in particular. Chapter 2 is devoted to implementing multi-channel sales strategies and positioning salespeople within these strategies. Chapter 7, completed by appendix C, is devoted to the specific characteristics and demands of the role of sales manager. Finally, chapter 8 is devoted to the sales culture, and provides many tips on how to move it in the right direction.
