The first book on short cycle selling--the fast-track route to a higher closing ratio

Sales professionals today waste untold hours worrying about identifying, tracking, and timing their sales cycles. In Short Cycle Selling, author Jim Kasper trains his sights on the only important concept and goal in sales cycles--shortening them. He walks professionals point-by-point through the series of steps that constitute the sales cycle--from identifying prospects to negotiating and closing--and at each step shows how to streamline the process.

Short Cycle Selling...

• A linking of five core guiding principles: market orientation, assets and capabilities, characteristics of services, internationalization and the value concept
• New coverage of electronic services
• Many 'Service Practice'...

Sales training doesn't develop sales champions. Managers do.

The secret to developing a team of high performers isn't more training but better coaching. When managers effectively coach their people around best practices, core competencies and the inner game of coaching that develops the champion attitude, it makes your training stick. With Keith Rosen's coaching methodology and proven L.E.A.D.S. Coaching Framework(TM) used by the world's top organizations, you'll get your sales and management teams to perform better - fast.

Coaching...

Most organizations today recognize the importance of improving customer care--the need to go beyond traditional customer service and truly manage customers as assets--but only about 6% apply its principles effectively. This book fully explains the three stages in the evolution of customer care. Readers will be guided through the process of acquiring customers, retaining them through segmentation and management of the relationship, and targeting their most significant marketing efforts to the most profitable...

Praise for The Ultimate Sales Managers' Guide

"Klymshyn not only understands this great profession, he relates the passion and fun of managing sales people in this wonderful guide. We have waited for this for some time."
--Rand Sperry, cofounder, Sperry Van Ness, Commercial Real Estate Advisors

"This book reminds us that we can never invest enough time and effort to reward and recognize the sales effort of our team. I think the importance of this is shared in this book and, if followed, can only lead to a strong and successful sales culture in any...

Discount Schedule Analysis (DSA), a technique illustrated and explained in this management book, provides analytical tools for increasing profits by linking prices and discounts to management decision making. According to the authors, the most direct way for many manufacturers to affect the bottom line is to reduce the prices paid for goods and services. It is possible to achieve this profit leverage effect without switching suppliers or even requiring suppliers to reduce prices. The authors show how to analyze published quantity discount schedules to find out how the seller sets prices...