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MessagePosté le: Ven 7 Juil - 19:36 (2017)    Sujet du message: Relationship Sales Coaching And Management Best Practices Répondre en citant


Relationship Sales Coaching and Management Best Practices
by Marcus Stuart Vannini



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Relationship Sales teaches salespeople how to view the sales process from the customer's point of view, analyze the sales situation, and adopt appropriate skills and tactics to secure a commitment. The goal of this book is to help provide sales managers with the proper tools for coaching their teams to enhance the quality of each contact in the sales cycle, to develop a strong working relationship with their salespeople and ultimately to increase sales results. In the rapidly changing, highly competitive marketplace in which you conduct your business the customer is critical to the survival and growth of that business. If you don’t take care of the customer, there are many others who will. Coaching is a basic responsibility of every manager and an important part of taking care of a company’s most valuable asset – its people. Everything you do should prepare the sales representatives to perform to the best of their ability. Do they have problems positioning? Are they able to build, to present, and to secure? What can be done to correct problems in these areas? The motivating factors for a coach are to develop the individual, improve their well-being, and insure their continued growth and success. The purpose of coaching is to provide professional growth and development and help, encourage an individual to move to the next level of achievement, or overcome weaknesses to attain their personal best. Your job, as coach and sales manager, requires you to develop sales personnel on a continuous basis. Routine observation in a sales environment is the way to provide the best coaching. Take advantage of the momentum that training programs can provide and begin the coaching process outlined in this book immediately.







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