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The Sales Book by Graham Yemm

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Identifying the right sales process

Objectives

  • To recognise the benefits of having a sales process for all involved
  • To be able to develop the right sales process for your organisation
  • To understand how to break down the sales process into the right skills and behaviours at each step

Understanding

A number of people involved with sales feel that it is a free and easy area which depends on the style and personality of the seller and their adaptability for achieving results. This may be true some of the time, but it can be no coincidence that many large, successful sales organisations have identified their sales process and use it for developing and managing their sales people. They have recognised that it is not a good idea to allow their sales ...

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