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This is an encyclopedic view of sales research designed to be a quick read for busy sales executives.
A popular choice for sales executives, The Future of Selling: The End of Sales as We Know It is described as an encyclopedic view of sales research...an exciting vision of how sales is rapidly changing from conventional wisdom, and tips on how to prepare for the future.
The future of selling is happening now, and that’s why this set of nine volumes and two DVDs was created. These tools provide a roadmap for where the art (and science) of selling is today and where it's headed. Each volume encapsulates more than 20 years of data collected through world-class sales research and provides an encyclopedia of information about each aspect of selling. Every sales leader and sales training expert in your company should use these materials in sales management and strategic development.
What you'll learn from each volume:
Selling: Describes how the Internet is wreaking massive changes in the culture of business buyers, in the way they buy products and how they expect sales professionals to provide solutions and services
Sales Training: Illustrates how colleges and universities are playing a larger role in training salespeople and why sales managers are drawing upon academic research to develop their training programs
Salespeople: Explains how companies are using research and analysis to segment sales roles beyond the traditional splits of hunter/farmer and outside/inside
Sales Process: Describes how a wider array of metrics, combined with new sales technology, are changing the process by which companies create, develop and forecast sales opportunities
Sales Metrics: Examines breakthroughs in the ways sales managers measure sales processes, the conclusions drawn from those measurements and recommendations for implementing those metrics
Sales Technology: Provides research-based projections for how CRM, videoconferencing, tablet computing and other trends will play out over the next decade
Sales Teams: Provides recommendations for segmenting salespeople into specific roles based on their likelihood to be successful in those roles
Marketing Teams: Explains how marketing must adapt to changes in the way companies buy and sell products
Sales Management: Describes how the same forces that are transforming sales organizations are also changing the way they are managed and measured.
BONUS FEATURE: Two DVDs—"The New Selling of America" and "The Science of Sales"
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