Name: Salesmanship: Enterprise Manager's Guide
Brand: Atlantic Books
SKU: 9781490771168
Price: 2289.0 INR
Availability: OutOfStock

Salesmanship: Enterprise Manager's Guide

by Wilfred Rachan

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ISBN13: 9781490771168
Binding: Paperback
Subject: N/A
Publisher: Trafford Publishing
Publisher Imprint: Trafford Publishing
Publication Date: March 19, 2016
Pages: 144
Original Price: USD 22.99
Language: English
Edition: N/A
Item Weight: 359 grams
BISAC Subject(s): General

About The Book

Salesmanship: Enterprise Manager's Guide has been developed based on experience over the last twenty years in sales of capital goods and software solutions to improve performance. The book came out from the need to train our sales managers. In the information age, it is no longer sufficient to hire sales people with sales and marketing qualification. There is a paradigm change in the function of sales in an enterprise. On the one hand, the sales manager has to be transformed into an entrepreneur. On the other hand, the sales manager has to be trained to become a knowledge worker, i.e., an engineer and a problem solver. The sales manage need to think in terms of commitment and at the same time be able to comprehend and document the processes and workflow (i.e., supply chain and value chain) of the customer during his sales visits. Salesmanship is about relationship management, i.e., relationship with internal and external customers, suppliers, contractors, agencies, etc.-relationship brings us into politics. The sales manager needs to have situational awareness and be sensitive to the cultural factors present during the sales cycle. Salesmanship is about leadership, i.e., the capacity to translate vision into reality. The sales manager is motivated and guided by principles, i.e., he is a soldier and a gentlemen. The sales manager being of strong character will be able to overcome adversity during sales without resorting to con schemes or misleading the customers. The book is a summary of the practical sales knowledge acquired over the last twenty years.

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