Sales and Potential Development. Second Edition

Author: Zhang Yunqi
Publisher:
Publish Date: 2006-09-01
Features: This book starts by establishing an effective sales business management mechanism and developing the potential of sales personnel, systematically introducing the basic content and management processes of enterprise sales business. The first five units cover the fundamental management content of sales, 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, accounts receivable settlement and collection, sales team organization and management, and sales planning. Most of the content in this book originates from the experience and summary of sales practices in Chinese enterprises, making it highly aligned with the characteristics of sales business in China, with strong practicality and operability. Additionally, 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 Reflection – Simulated Discussion – Expansion Training – Practical Application – Experience Summary," it is easy to understand, vivid, flexible, focuses on the ideological transformation of sales personnel, and emphasizes the cultivation of their qualities.