The New Science of Selling and Persuasion: How Smart Companies and Great Salespeople Sell

ISBN-13: 9780471469247 / Angielski / Twarda / 2004 / 256 str.

William T. Brooks

Opis

One of the world's most sought-after sales training and consulting experts reveals the strategies smart companies use to sell anything to anyone
This book takes a new and relevant approach to sales from the perspective of both organizational and individual performance. Based on the author's broad-based personal experience working with over 2,000 sales organizations, it combines organizational guidelines, sales management strategies, how-to sales tips, and career guidance for sales executives, sales managers, and salespeople alike. Incorporating proprietary research, case studies, real-world examples, and practical information, this book will revolutionize the very way sales organizations sell.
William (Bill) Brooks (Greensboro, NC) is the founder and CEO of The Brooks Group, an internationally recognized consulting firm whose clients have included General Motors, Chase Manhattan, Sara Lee, and Microsoft among thousands of others. He delivers more than 150 keynote speeches annually to sales organizations.

Spis treści

Preface.

Acknowledgments.

1. The New Science of Selling and Persuasion.

2. Sales Management.

3. Hiring and Retaining Great Salespeople.

4. Selecting and Empowering the Right Sales Managers.

5. Sales Management Process.

6. Achieving Total Selling Mastery.

7. Sales Culture.

8. Accountability.

9. Integrating Marketing, Sales, and Service for Superior Performance.

10. Successful Product Introductions.

11. Sales Management and Selling Truths.

12. Organizational and Salesforce Audit.

Index.

O autorze

WILLIAM T. BROOKS is the founder and CEO of The Brooks Group, an internationally recognized consulting firm with such clients as BMW, Hewlett–Packard, Volvo Trucks of North America, and Chase Automotive Finance. He is one of the world’s leading experts in the fields of business growth, sales, and sales management.

Blurb

"Building upon lessons learned for over a quarter century of theory and practice, Bill Brooks brings to the table the ultimate synthesis of selling and persuasion techniques. A must–read for serious business executives!"
–Richard Gimmel
President, Atlas Machine & Supply and
President, Industrial Compressor Distributors Association

"This powerful, easy–to–use program by Bill Brooks is the ultimate scientific synthesis of sales theory and practice. It is an essential tool for every professional whose pursuit is excellence in the art of persuasion and the science of selling."
–Steven Powell
Regional Sales Manager, First Citizens Bank

"Indeed, Bill Brooks has placed in perspective the essential lessons of a century of business history, and combined this intelligence with tools for effective professional sales management. The New Science of Selling and Persuasion awaits smart business managers who are seeking the ultimate sales solutions."
–Jack Perry
Senior Vice President, National Sales Development, Manulife Financial

"At a time in business history when increased competition, customer demands, and a constantly changing selling terrain are thebaneof all sales executives,Bill Brooks has combined, with remarkable clarity, principles underlying the art of persuasion with the science of selling. The New Science of Selling and Persuasion will surely empower the executive who plays to win."
–Bob Damstetter
Vice President, Sales, Townsend Engineering Company

"Bill Brooks’s well–researched book is a powerful tool for every sales force. It should be required reading for sales professionals who seek to develop the way of successful selling in a complex, demanding business arena."
–James Canale
CEO, Net2 Technology Group

"Bill Brooks has the uncanny ability to articulate the truth. I know his message is correct because it resonates with my own heretofore unspoken belief structure. Bill has simply and systematically provided the language that crystallizes thought, the prerequisite to action."
–Mike Pierson
Vice President, Beckwith & Kuffel, Inc.