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

Name: Scientific Selling Creating High Performance Sales Teams Through Applied Psychology and Testing
Price: 9.01 USD
Availability: InStock
ISBN: 9781118167977

ISBN-10: 111816797X

ISBN-13: 9781118167977

Edition: 2012

Authors: Nancy Martini, Geoffrey James

List price: $29.95

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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 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…

Book details

List price: $29.95
Copyright year: 2012
Publisher: John Wiley & Sons Canada, Limited
Publication date: 4/10/2012
Binding: Hardcover
Pages: 240
Size: 6.20" wide x 9.20" long x 0.90" tall
Weight: 0.902
Language: English



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