Книга "Научная продажа. Создание высокопроизводительных продажных команд через прикладную психологию и тестирование" рассказывает о том, как менеджеры по продажам могут использовать научные методы для улучшения работы своих команд, включая найм, обучение, коучинг и развертывание сотрудников. Авторы книги представляют простые и понятные примеры, графики, таблицы и объяснения, которые помогают менеджерам улучшить результаты продаж, удерживать талантливых продавцов, снизить текучесть кадров, более эффективно расходовать бюджет на обучение и коучинг, перейти к консультативным продажам и многое другое. В книге также приводятся более десяти кейс-стади, демонстрирующих, как научные методы измерения и тестирования помогли улучшить результаты продаж в различных отраслях и типах продажных команд.
Managers of companies are among the most important people in any business because they are the ones who deal with generating incomes for commercial enterprises. But it is not a simple task. On top of the responsibility for revenues, they also have to do hiring, instruction, training and distribution of employees that will indirectly contribute to increase revenues. In general, up until recently, sales managers did not have many traitorous to assist them in becoming successful in performing all these tasks, which on the surface seemed disparate but were pivotal. What's more noteworthy is that most of those nowadays have been substituted by the empirical ways of approach mentioned in the book authored by Nancy Martini, "Scientific Selling: Creating High Performance Quality Acquiring Groups Through Applied Psychology as well as Experimenting," which enable sales managers to assess, revise, and upgrade every part of the acquiring conditions more efficiently.
Электронная Книга «Scientific Selling. Creating High Performance Sales Teams through Applied Psychology and Testing» написана автором Nancy Martini в году.
Минимальный возраст читателя: 0
Язык: Английский
ISBN: 9781118226414
Описание книги от Nancy Martini
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.
