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The New Science of Selling and Persuasion
Cover of The New Science of Selling and Persuasion
The New Science of Selling and Persuasion
How Smart Companies and Great Salespeople Sell
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One of the world's most sought-after sales training and consulting experts reveals the strategies smart companies use to sell anything to anyone
This book takes a new and relevant approach to sales from the perspective of both organizational and individual performance. Based on the author's broad-based personal experience working with over 2,000 sales organizations, it combines organizational guidelines, sales management strategies, how-to sales tips, and career guidance for sales executives, sales managers, and salespeople alike. Incorporating proprietary research, case studies, real-world examples, and practical information, this book will revolutionize the very way sales organizations sell.
William (Bill) Brooks (Greensboro, NC) is the founder and CEO of The Brooks Group, an internationally recognized consulting firm whose clients have included General Motors, Chase Manhattan, Sara Lee, and Microsoft among thousands of others. He delivers more than 150 keynote speeches annually to sales organizations.

One of the world's most sought-after sales training and consulting experts reveals the strategies smart companies use to sell anything to anyone
This book takes a new and relevant approach to sales from the perspective of both organizational and individual performance. Based on the author's broad-based personal experience working with over 2,000 sales organizations, it combines organizational guidelines, sales management strategies, how-to sales tips, and career guidance for sales executives, sales managers, and salespeople alike. Incorporating proprietary research, case studies, real-world examples, and practical information, this book will revolutionize the very way sales organizations sell.
William (Bill) Brooks (Greensboro, NC) is the founder and CEO of The Brooks Group, an internationally recognized consulting firm whose clients have included General Motors, Chase Manhattan, Sara Lee, and Microsoft among thousands of others. He delivers more than 150 keynote speeches annually to sales organizations.

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About the Author-
  • WILLIAM T. BROOKS is the founder and CEO of The Brooks Group, an internationally recognized consulting firm with such clients as BMW, Hewlett-Packard, Volvo Trucks of North America, and Chase Automotive Finance. He is one of the world's leading experts in the fields of business growth, sales, and sales management.

Table of Contents-
  • Preface.

    Acknowledgments.

    1. The New Science of Selling and Persuasion.

    2. Sales Management.

    3. Hiring and Retaining Great Salespeople.

    4. Selecting and Empowering the Right Sales Managers.

    5. Sales Management Process.

    6. Achieving Total Selling Mastery.

    7. Sales Culture.

    8. Accountability.

    9. Integrating Marketing, Sales, and Service for Superior Performance.

    10. Successful Product Introductions.

    11. Sales Management and Selling Truths.

    12. Organizational and Salesforce Audit.

    Index.

Title Information+
  • Publisher
    Wiley
  • PDF eBook
    Release date:
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  • Copyright Protection (DRM) required by the Publisher may be applied to this title to limit or prohibit printing or copying. File sharing or redistribution is prohibited. Your rights to access this material expire at the end of the lending period. Please see Important Notice about Copyrighted Materials for terms applicable to this content.

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The New Science of Selling and Persuasion
The New Science of Selling and Persuasion
How Smart Companies and Great Salespeople Sell
William T. Brooks
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