Scientific Selling Creating High-Performance Sales Teams Through Applied Psychology and Testing

ISBN-10: 111816797X
ISBN-13: 9781118167977
Edition: 2012
List price: $29.95 Buy it from $3.00
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Description: A truly scientific approach to measuring and improving sales performanceScientific Selling shows how statistically-valid measurement can improve every element of the sales environment&emdash;from management to coaching to training to creating  More...

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Book details

List price: $29.95
Copyright year: 2012
Publisher: John Wiley & Sons Canada, Limited
Publication date: 4/10/2012
Binding: Hardcover
Pages: 216
Size: 6.25" wide x 9.50" long x 1.00" tall
Weight: 1.298
Language: English

A truly scientific approach to measuring and improving sales performanceScientific Selling shows how statistically-valid measurement can improve every element of the sales environment&emdash;from management to coaching to training to creating long-term sustainable sales results. Sales organizations that embrace applied psychology and testing become more competitive because they don't waste resources on irrelevant or counterproductive activities. Managers can better assess the reasons behind individual and group performance and predictably improve sales results, while fostering a sales culture that attracts and retains personnel who have the personality and motivation to be successful.Scientific Selling includes more than a dozen specific stories demonstrating how scientific measurement improved overall sales performance through easily understood graphics, charts, and descriptions. It details how those teams were measured and how those metrics changed as the result of better hiring practices and better targeted coaching and sales training. Through these detailed case studies, Scientific Selling illustrates the importance of measurement for steering the success of your company. The book:Describes how the Clark-Mortenson Agency used scientifically proven data-based assessment tools to provide individual sales professionals with a very specific overview to determine their current strengths and areas of growthExamines Meadowbrook Golf's program to "manage for individual success" by using scientific testing and measurement to help its top managers understand what motivated their employeesDetails how Yankee Candle used scientific measurement to identify the right people to hire, and then used customer case studies and role-playing to focus on leveraging each individual's natural behavior to sell, thereby creating increases of 40% in sales revenue for trained individualsScientific testing and measurement can leverage current strengths, identify areas for growth, and increase revenue. Chart your company's course through the power of Scientific Selling.

Acknowledgments
Foreword
Preface
The Science of Selling
The Science of Behavioral Assessment
The Science of Sales Skills Assessment
The Science of Hiring Sales Talent
The Science of Sales Training
The Science of Sales Coaching
The Science of Sales Management
The Science of Sales Process
How Scientific Is It?
The Future of Scientific Selling
Index

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