Description
Book SynopsisGraham Yemm has worked in consultancy, training and coaching for over 20 years after a career in sales management in the corporate arena. He now owns his own business training company, Solutions 4 Training Ltd and works with clients in Europe, Russia, Malaysia and USA. He is the author of the FT Essential Guide to Leading Your Team.
Trade Review'An excellent book for those new to the profession and for those wanting to improve their sales management skills.'
Frank Salisbury, Chairman of Business & Training Solutions International
Table of Contents
- Introduction
- Part 1 – Fundamentals for selling
- Part 2 – Starting the sale
- Part 3 – Making the sale
- Part 4 – Setting the sales strategy
- Part 5 – Managing the sales operation
- Part 6 – Managing sales people
- Part 7 – Managing and growing performance
- Conclusion – Pulling it all together
