'Great Selling! Kevin J. Corcoran March 1996' on fep. Jacket has light edgewear. Boards have minor shelfwear. Pages are clean, text has no markings, binding is sound. Size: 8vo - over 7�" - 9�" tall.

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Bibliographic Details

Title: High Performance Sales Organizations: Achieving Competitive Advantage in the Global Marketplace
Publisher: Irwin Professional Publishing, Burr Ridge, Illinois, U.S.A.
Publication Date: 1995
Language: English
ISBN 10: 0786303522
ISBN 13: 9780786303526
Binding: Hard Cover
Edition: First Edition.
Condition: Very Good
Dust Jacket Condition: Very Good
Signed: Signed by Author

About this title

Synopsis

High Performance Sales Organizations is filled with solid strategies, best practices, and provocative points of view that every organization can apply immediately. Companies will be able to compete more successfully by: focusing on the new expectations of today's more demanding customers; developing a strategy to differentiate personal sales organization from today's more determined competitors; using best practices to ensure the successful execution of your sales strategy; applying process management concepts to sales operations to develop a more successful strategy and a higher quality field execution; integrating training and coaching processes with sales strategy; creating market-focused sales and service operations.

Reviews

Stamford, Connecticut^-based Learning International is a large training firm specializing in customer service. Corcoran and three coauthors report on a seven-year study done by that company, which tracked the performance of the most successful sales operations in companies with markets in North America, Europe, and Japan. Results of the survey focus on 24 companies and profile the innovative practices and effective strategies each has implemented. These actual examples give life to concepts abundantly touted in the many books now out on total quality, providing practical ideas on topics such as customer loyalty, the customer relationship process, consultative selling, and coaching. David Rouse

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