Limit search to available items
Book Cover
E-book
Author Martini, Nancy, 1959-

Title Scientific selling : creating high-performance sales teams through applied psychology and testing / Nancy Martini, with Geoffrey James
Published Hoboken, N.J. : Wiley, ©2012

Copies

Description 1 online resource (xxiii, 216 pages) : illustrations
Contents 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
Summary 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
Bibliography Includes bibliographical references and index
Notes English
Print version record
Subject Selling -- Psychological aspects
Success in business.
BUSINESS & ECONOMICS -- Sales & Selling -- Management.
Selling -- Psychological aspects
Success in business
Form Electronic book
Author James, Geoffrey, 1953-
ISBN 9781118226414
1118226410
9781118239605
1118239601
9781118264294
1118264290
1280589442
9781280589447
9786613619273
6613619272