Sales and Potential Development - Gold Medal Training Book (2nd Edition)

Author: Zhang Yunqi
Publisher:
Publish Date: 2006-09-01
Features: This is a sales-related book that excels in practicality and operability, rich in vivid cases and innovative and flexible formats. It is suitable for training corporate sales personnel, self-study by sales professionals, and marketing teaching in universities. Sales Operations and Potential Development was published in its edition at the end of 2000 and received widespread praise and acclaim from the industry. It has been selected by many companies as a marketing operations training textbook, and many sales professionals carry it as a sales operations manual. At the same time, due to its novel, flexible, easy-to-understand, and well-accepted format and content, it has also been well-received by university faculty and students.
Based on feedback from various aspects over the years, especially the new developments in corporate sales operations, the author has revised and refined the edition, combining their insights and experiences from in-depth enterprise research, marketing planning, and training. The goal is to refine this book into a training textbook that adapts to the characteristics of Chinese enterprises' sales operations, with extremely strong practicality and operability.
The book systematically introduces the basic content and management processes of corporate sales operations, starting with the establishment of effective sales management mechanisms and the development of sales personnel's potential. The first five units cover basic sales management content such as sales personnel, customers, products, pricing, and contracts, while the last five units elaborate on the basic processes of sales formats and procedures, sales activities and promotion, loan settlement and recovery, sales team organization and management, and sales planning. Most of the content in the book originates from the experience and summaries of sales practices in Chinese enterprises, making it highly aligned with the characteristics of Chinese corporate sales operations and extremely practical and operational.
At the same time, the book is written according to the input cycle teaching method explored and practiced by the author. Through a unit-based cycle of "Aspiration Pledge – Theoretical Instruction – Case Analysis – Guided Thinking – Simulated Discussion – Expansion Training – Social Practice – Reflection and Summary," it is easy to understand, vivid, flexible, focuses on the ideological transformation of sales personnel, and emphasizes the cultivation of their qualities.