Description
Book SynopsisElgar Advanced Introductions are stimulating and thoughtful introductions to major fields in the social sciences, business and law, expertly written by the world’s leading scholars. Designed to be accessible yet rigorous, they offer concise and lucid surveys of the substantive and policy issues associated with discrete subject areas.
This unique Advanced Introduction offers an insight into how sales leaders seek and maintain a sustainable competitive advantage for both organizations and customers. Lawrence B. Chonko explores how sales leaders take professional selling to the next level by focusing on serving the customer. Discussing the key skills of sales leaders - technological proficiency, managing change, and harnessing and using knowledge - Chonko analyzes how sales leaders are distinguished from other sales professionals.
Key features include:
Trade Review‘Once again, Larry Chonko delivers tested sales insight with memorable prose. No matter where someone is on their professional sales journey, they’ll find this book inspirational and thoughtful, ever useful, and never dry. More importantly, his servant-based perspective will resonate deeply with today’s sales professional. Larry has produced another gem that will get well-worn with use.‘Table of ContentsContents: Preface 1. Sales leader foundations 2. Sustainable 3. Competitive 4. Advantage 5. Through 6. Sales 7. Leaders References Index
