getAbstract

Advanced Search
Blog Blog | RSS Feeds RSS Feeds | Free Free Summaries
Subscribe

Achieve Sales Excellence

The 7 Customer Rules for Becoming the New Sales Professional

by Howard Stevens and Theodore Kinni

Achieve Sales Excellence
Publisher: Platinum Press
Pub. Date: 2006
ISBN: 9781593376512
No. pages: 231

Category: Sales & Marketing
Download

In this summary you will learn

  • Why business-to-business customers mistrust salespeople
  • Which seven rules to follow to become a successful business-to-business sales professional
  • What the characteristics of a superior sales organization are

Why you should read Achieve Sales Excellence

Amazon.com lists nearly half a million books about sales. You get the impression that everyone who ever made a cold call or a sales presentation has written a book about his or her experience. Sales books are often anecdotal, with little or no relevance to the difficult challenges that salespeople actually face. Some present a grab bag of supposedly “can’t-lose” sales techniques that sound great on paper but always seem to fall flat during sales calls. Others present compilations of moldy maxims, such as “work smarter, not harder,” and “never take ‘no’ for an answer,” that make experienced salespeople want to jump off the nearest cliff. This thoughtful and intelligent book by Howard Stevens and Theodore Kinni is a welcome exception. Instead of irrelevant anecdotes or inane aphorisms, it features the results of in-depth surveys of 80,000 business-to-business customers concerning their attitudes about salespeople. It offers an insightful analysis of this singularly informative data, along with recommendations on what salespeople can do to improve their status with customers – and thus increase their own sales. When it comes to the business-to-business salesperson, getAbstract cannot recommend this book more highly. Read it to learn precisely what business-to-business customers expect from you, and how you can use this invaluable insider knowledge to close more sales. You’ll become the consummate sales professional in both your customers’ eyes and your own.

About the Authors

Howard Stevens is the chairman and CEO of a firm that helps companies improve employee development and increase sales performance. Theodore Kinni is a writer and author on business topics.

Rating    (what is this?)

Overall rating 8  (8)
Applicability rating 8  (8)
Innovation rating 8  (8)
Style rating 7  (7)

Level of Expertise    (what is this?)

Level rating 1  (1)

Buy the Book

Click here to buy the book "Achieve Sales Excellence". If you wish to purchase 20 or more copies of the same title (not the summary, but the "real" book), please contact us at bulkorders@getAbstract.com. Make sure you include the title of the book and your phone number.

getAbstract makes it easy for you to access the summary of Achieve Sales Excellence any time or any place. Once registered, you can choose from a variety of download formats: PDF for your computer, BlackBerry, iPhone, Kindle, PDA or other handheld devices. You can even obtain the audio version of many of our summaries.
Subscribe today to gain access to this summary as well as many other compelling titles!

inivs
inivs
inivs
inivs
 
Subscribe
 
Welcome | How It Works | Browse | Corporate Solutions | Subscribe

Accessibility | Publishers | About Us | Careers | Press Corner | Testimonials | Shvoong | Bloomberg | Book Award | Gift Subscriptions | Contact | Blog

Disclaimer | Privacy Statement | Affiliate Program | Operating Agreement | © 1999-2009, getAbstract