Scientific Selling

Creating High Performance Sales Teams through Applied Psychology and Testing

Business & Finance, Marketing & Sales, Sales & Selling
Cover of the book Scientific Selling by Nancy Martini, Wiley
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Author: Nancy Martini ISBN: 9781118239605
Publisher: Wiley Publication: March 22, 2012
Imprint: Wiley Language: English
Author: Nancy Martini
ISBN: 9781118239605
Publisher: Wiley
Publication: March 22, 2012
Imprint: Wiley
Language: English

Sales managers have the most difficult job in the business world. They are responsible not just for revenue, but also for the hiring, coaching, training, and deployment of the employees who must generate it.

Before the advancements that inspired Scientific Selling, sales managers had few tools to help them succeed at these disparate yet essential tasks. Today, however, the scientific approaches described in this book allow sales managers to more effectively measure, refine, and improve every aspect of the sales environment.

Using easily-understood examples, graphics, charts, and explanations, Scientific Selling describes how to:

  • Predictably improve sales results.
  • Attract and retain top sales performers.
  • Sharply decrease employee turnover.
  • Spend sales training dollars more wisely.
  • Better target sales coaching efforts.
  • Move into consultative selling more quickly.
  • And much more.

Scientific Selling features over a dozen case studies illustrating exactly how scientific measurement and testing have improved sales performance within different kinds of sales groups inside multiple industries.

View on Amazon View on AbeBooks View on Kobo View on B.Depository View on eBay View on Walmart

Sales managers have the most difficult job in the business world. They are responsible not just for revenue, but also for the hiring, coaching, training, and deployment of the employees who must generate it.

Before the advancements that inspired Scientific Selling, sales managers had few tools to help them succeed at these disparate yet essential tasks. Today, however, the scientific approaches described in this book allow sales managers to more effectively measure, refine, and improve every aspect of the sales environment.

Using easily-understood examples, graphics, charts, and explanations, Scientific Selling describes how to:

Scientific Selling features over a dozen case studies illustrating exactly how scientific measurement and testing have improved sales performance within different kinds of sales groups inside multiple industries.

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