Train Sales Stars: Why P&G Succeeded?

Author: Kong Lei
Publisher:
Publish Date: 2005-01-01
Features: We do not want this book to be a theoretical treatise but rather a practical tool for salespeople in their daily work. We will even teach you step-by-step how to apply it in real-world scenarios. We emphasize the practical applicability of the content in the book. We do not want salespeople to put the book aside after reading it and gradually forget its contents over time. We hope that salespeople can immediately apply these concepts to their sales processes and gradually internalize them through practical exercises. We believe that dry lectures and one-sided (force-feeding) cannot help our readers "implement it immediately." For this reason, we will not include any obscure theoretical teachings in this book. Instead, we have incorporated numerous case studies, self-assessment questions, and practice exercises. As you read this book, you will find that you are not passively receiving knowledge but actively engaging in thought processes to understand and reinforce the material based on the book's prompts.
This book introduces how to develop excellent salespeople from three levels: basic qualities, basic skills, and basic techniques. In terms of basic qualities, it covers ten aspects: honesty, true confidence, ambition, perseverance, proactiveness, influencing others, sharpness, mathematical and analytical abilities, effective management, and correct thinking. In terms of basic skills, it covers ten aspects: goal management and sales process management, written communication during the sales process, verbal communication during the sales process, customer penetration, time management, influencing internal company personnel, influencing customer management personnel, sales advancement and tracking, customer resource management, and basic negotiation skills. In terms of basic techniques, it covers five aspects: salesperson management, sales expense management, sales information management, sales forecasting, and promotional material management.
This book introduces how to develop excellent salespeople from three levels: basic qualities, basic skills, and basic techniques. It includes multiple case studies, practice exercises, and self-assessment questions, making it an interactive tool for salespeople.