Scientific selling : creating high-performance sales teams through applied psychology and testing /

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Sales managers have the most difficult job in the business world. They are responsible not just for revenue, but also for the hiring, coaching, training, and deployment of the employees who must generate it. Before the advancements that inspired Scientific Selling, sales managers had few tools to he...

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Detalles Bibliográficos
Clasificación:Libro Electrónico
Autor principal: Martini, Nancy, 1959-
Otros Autores: James, Geoffrey, 1953-
Formato: Electrónico eBook
Idioma:Inglés
Publicado: Hoboken, N.J. : Wiley, ©2012.
Temas:
Selling > Psychological aspects.
Success in business.
Vente > Aspect psychologique.
Succès dans les affaires.
BUSINESS & ECONOMICS > Sales & Selling > Management.
Selling > Psychological aspects
Success in business
Acceso en línea:Texto completo
Texto completo

MARC

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100 1 |a Martini, Nancy,  |d 1959- 
245 1 0 |a Scientific selling :  |b creating high-performance sales teams through applied psychology and testing /  |c Nancy Martini, with Geoffrey James. 
260 |a Hoboken, N.J. :  |b Wiley,  |c ©2012. 
300 |a 1 online resource (xxiii, 216 pages) :  |b illustrations 
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504 |a Includes bibliographical references and index. 
505 0 |a The science of selling -- The science of behavioral assessment -- The science of sales skills assessment -- The science of hiring sales talent -- The science of sales training -- The science of sales coaching -- The science of sales management -- The science of sales process -- How scientific is it? -- The future of scientific selling. 
520 |a Sales managers have the most difficult job in the business world. They are responsible not just for revenue, but also for the hiring, coaching, training, and deployment of the employees who must generate it. Before the advancements that inspired Scientific Selling, sales managers had few tools to help them succeed at these disparate yet essential tasks. Today, however, the scientific approaches described in this book allow sales managers to more effectively measure, refine, and improve every aspect of the sales environment. Using easily-understood examples, graphics, charts, and explanations, Scientific Selling describes how to: predictably improve sales results; attract and retain top sales performers; sharply decrease employee turnover; spend sales training dollars more wisely; better target sales coaching efforts; move into consultative selling more quickly; and much more. Scientific Selling features over a dozen case studies illustrating exactly how scientific measurement and testing have improved sales performance within different kinds of sales groups inside multiple industries. 
588 0 |a Print version record. 
546 |a English. 
590 |a ProQuest Ebook Central  |b Ebook Central Academic Complete 
590 |a O'Reilly  |b O'Reilly Online Learning: Academic/Public Library Edition 
650 0 |a Selling  |x Psychological aspects. 
650 0 |a Success in business. 
650 6 |a Vente  |x Aspect psychologique. 
650 6 |a Succès dans les affaires. 
650 7 |a BUSINESS & ECONOMICS  |x Sales & Selling  |x Management.  |2 bisacsh 
650 7 |a Selling  |x Psychological aspects  |2 fast 
650 7 |a Success in business  |2 fast 
700 1 |a James, Geoffrey,  |d 1953- 
776 0 8 |i Print version:  |a Martini, Nancy, 1959-  |t Scientific selling.  |d Hoboken, N.J. : Wiley, ©2012  |z 9781118167977  |w (DLC) 2011046751  |w (OCoLC)755700253 
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