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Synopsis
Suggests a systematic approach to sales management, tells how to set and reach goals, and offers advice on improving sales results
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Reviews
With the abundance of sales books on the market, any new one must have something that sets it apart from the others. Frye achieves this by writing not only for the sales professional but also for the sales general management of a company. He stresses selling basics rather than gimmicks and feels that, by concentrating constantly and consistently on what needs to be done, a successful selling system can be developed. In order to aid in determining the basics, he utilizes the sales funnel concept developed by Robert Miller and Stephen Heiman in their book Strategic Selling (Morrow, 1985). This process allows sales personnel to eliminate the unnecessary elements in a sales strategy. Well written, Frye's book is recommended for large business collections.
- Robert Logsdon, Indiana State Univ. Lib., Indianapolis
Copyright 1992 Reed Business Information, Inc.
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The Complete Selling System: Sales Management Techniques That Can Help Anyone Succeed
Published by
Dearborn Trade Pub (edition ), 1992
ISBN 10: 0936894326
ISBN 13: 9780936894324
Used
Hardcover
Seller: BooksRun, Philadelphia, PA, U.S.A.
Seller rating 5 out of 5 stars
Hardcover. Condition: Very Good. With dust jacket. It's a well-cared-for item that has seen limited use. The item may show minor signs of wear. All the text is legible, with all pages included. It may have slight markings and/or highlighting. Seller Inventory # 0936894326-11-1-29