Sales Book

Book Title

By: Graham Yemm
January 2014
Pearson Education
Distributed by Trans-Atlantic Publications Inc.
ISBN: 9780273792918
228 Pages, Illustrated
$37.50 Paper Original



The Sales Book picks out the top challenges that you are likely to face and shows you how to maximise your own performance and that of a sales team. Every challenge is broken down into user-friendly advice that follows a clear structure:

# The objectives of each section

# An overview of the main principles

# What you need to do to achieve success

# A speed-read checklist to help you remember key points

Whether you're looking for practical sales techniques or advice on how to build a sales strategy, this easy to use guide is a must-have for those involved in sales at any level.



What you need to succeed in sales

The requirements of sales management

Part 1 – Fundamentals for selling

What is selling and what type is right for the organisation?

Knowledge, skills and attitudes for success

Managing time effectively

The first steps – finding potential customers

Why People Buy

Part 2 – Starting the sale

Pre-call preparation

Who to talk to

Creating the right first impression

Establishing the relationship

Learn more by listening:

Part 3 – Making the sale

Questions are your friend

It’s not what it is, it’s what it does

Present your sales case

Handling barriers to the sale

Getting commitment

Part 4 – Setting the sales strategy

The fit between the business strategy, marketing and sales:

Setting the strategic direction

Identifying your sales structure

The cost effectiveness of your sales function:

Interactions with other functions

Part 5 – Managing the sales operation

Setting goals for your sales people

Identifying the right sales process:

Using the sales process to deliver results:

Establishing standards of performance:

The monitoring and control system

Part 6 – Managing sales people


Recruiting the right sales people

Remuneration and rewards

Establishing your expectations

Inductions and bringing new people on

Communicating with your team

Part 7 – Managing and growing performance

The need for leadership

Coaching to develop performance

Motivating your team

Reviewing sales performance

Dealing with under-performers

Conclusion – Pulling it all together