The Quintessence of Sales: What You Really Need to Know to Be Successful in Sales (Quintessence Series)

This book from the Quintessence series offers essential know-how on the theory and practice of sales, the main turnover and value driver of any business. Sales can be seen as the “front line” where key business successes are prepared and put into practice. Sales managers and salespeople, but also professionals from production, technology, and marketing will benefit from the concise presentation of the relevant topics. Having read this book, you should have a good understanding of the key stages of the sales process from acquiring new clients (or selling to old ones) to closing the deal, and be familiar with the most typical sales performance issues described here. Moreover, in order to create a strong sales environment, you will know which qualities are needed both by sales leaders and ideal salespersons, and how to build a winning sales team and a high-quality sales organisation. Finally, by applying the principles of sales-centric business management, you will be readily equipped for immediate and lasting sales success. Read more... Abstract: Moreover, in order to create a strong sales environment, you will know which qualities are needed both by sales leaders and ideal salespersons, and how to build a winning sales team and a high-quality sales organisation. Read more... This book from the Quintessence series offers essential know-how on the theory and practice of sales, the main turnover and value driver of any business. Sales can be seen as the "front line" where key business successes are prepared and put into practice. Sales managers and salespeople, but also professionals from production, technology, and marketing will benefit from the concise presentation of the relevant topics. Having read this book, you should have a good understanding of the key stages of the sales process from acquiring new clients (or selling to old ones) to closing the deal, and be familiar with the most typical sales performance issues described here. Moreover, in order to create a strong sales environment, you will know which qualities are needed both by sales leaders and ideal salespersons, and how to build a winning sales team and a high-quality sales organization. Finally, by applying the principles of sales-centric business management, you will be readily equipped for immediate and lasting sales success Front Matter ....Pages i-xi Introduction: Essential Sales Know-How (Stefan Hase, Corinna Busch)....Pages 1-4 The Dawn of the Sales Age: A First Basic Understanding (Stefan Hase, Corinna Busch)....Pages 5-12 The Sales Process (Stefan Hase, Corinna Busch)....Pages 13-34 The Sales Environment (Stefan Hase, Corinna Busch)....Pages 35-56 The Sales Team (Stefan Hase, Corinna Busch)....Pages 57-75 Sales Management (Stefan Hase, Corinna Busch)....Pages 77-122 Conclusion: Managing Sales Activities (Stefan Hase, Corinna Busch)....Pages 123-125 Back Matter ....Pages 127-131