Developing a Professional Sales Force

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.