Sales Management is that rare business book
which addresses the most challenging situations that
managers encounter, often on a daily basis. Whether
it's helping salespeople outgrow their fears and need
for approval, eliminating excuse-making, learning how
to debrief effectively, using bottom-line interviewing
techniques, bringing new hires up to speed quickly,
win-win coaching - you'll find all these vital topics
explored and explained with psychological insight and
humor. In the second part of the book you'll learn sales
psychology, from the points of view of managers, salespeople
and even clients and prospects. You’ll learn how buyers
and prospects think, evaluate and decide, all of which
is vital to successful selling. The psychology of persuasion
chapter will give you subtle insights into how to approach
and guide every kind of personality in the buying process.
Learn how to grow your sales team, your revenues and
your reputation and satisfaction as a successful manager.
Inside Sales Management is also a graduate
level course in sales psychology that salespeople can
use to reach the top of their profession more quickly.
The real world examples, role-plays and exercises enliven
the strategies and make this a dynamic reading experience.
managers speak to the value of Wilensky’s book: