Developing a Professional Sales Force A Guide for Sales Trainers and Sales Managers

Drawing on 25 years of experience as a salesman, sales manager, and training consultant, David Stumm provides a thoughtful analysis of the sales training process--where it succeeds, why it fails, and what is lacking in current practice--and presents field-tested techniques for creating an effective training program. The book is built around three concepts: "reading" what is happening in any sales situation; recognizing situational need areas as a common theme in all sale techniques development; and building sales strategies that blend selling techniques into an integrated effort. Each chapter explains the theory behind a different sales skill and translates it into specific sales applications.Stumm, David A. is the author of 'Developing a Professional Sales Force A Guide for Sales Trainers and Sales Managers' with ISBN 9780899301761 and ISBN 0899301762.