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9780471776734

Selling is Everyone's Business What it Takes to Create a Great Salesperson

by ;
  • ISBN13:

    9780471776734

  • ISBN10:

    0471776734

  • Edition: 1st
  • Format: Hardcover
  • Copyright: 2006-04-14
  • Publisher: Wiley

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Summary

"Selling Is Everyone's Business is a guide specifically designed for sales team leaders who want to take their own and their team's performance to the next level. Written by two top sales training consultants, this comprehensive guide features case studies, interviews, and special learning tools that help you understand these, and many other, vital topics."--BOOK JACKET.

Author Biography

STEVE JOHNSON and ADAM SHAIVITZ are partners in Next Level, a sales training and consulting business. With a combined fifty years of experience in the field, and having conducted training sessions with more than 500,000 salespeople and 10,000 sales coaches and sales executives, they are among the top experts in sales and sales coaching. Johnson is also the coauthor of If You're Not Out Selling, You're Being Outsold, from Wiley.</p>

Table of Contents

Acknowledgments ix
Introduction xi
Sales Coaching
1(14)
Planning---The Foundation of Coaching
15(16)
Goal-Setting Meetings
31(44)
Training
75(30)
Follow-Up---``How's It Going?''
105(20)
Coaching in the Crunch
125(20)
Sales Meetings and Huddles
145(32)
Recognition
177(14)
Tying It All Together
191(4)
Index 195

Supplemental Materials

What is included with this book?

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The Used, Rental and eBook copies of this book are not guaranteed to include any supplemental materials. Typically, only the book itself is included. This is true even if the title states it includes any access cards, study guides, lab manuals, CDs, etc.

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