What does it take to become a top performer in today's competitive sales field? In Sales as a Science, author Allan Lobeck focuses on helping salespeople understand the sales process from both the customer and sales perspective. Based on twenty-five years of experience in worldwide sales, Lobeck communicates that selling commercially is a science, not an art; it is a long-term activity that requires both a plan and a pre-defined process. He presents a logical, documented, process-based approach for activities and sub-activities in a sales cycle. He also provides flow diagrams for each phase of the sales cycle giving professional sales staff the best potential roadmap for success. Sales as a Science defines the many steps and roles in the sales process, from planning, to account research, customer contacts, presentation and follow-up, negotiation, and customer evaluation. It outlines the commitment necessary to begin transforming your sales techniques in order to transition to financial independence and become a consistent top performer.

Author: Lobeck, Allan
Publisher: iUniverse.com
Illustration: N
Language: ENG
Title: Sales is a Science: How the Top 2 % Succeed
Pages: 00000 (Encrypted PDF)
On Sale: 2011-02-08
SKU-13/ISBN: 9781450283939
Category: Business & Economics : Sales & Selling - General