Developing a Professional Sales Force: A Guide for Sales Trainers and Sales Managers
Developing a Professional Sales Force: A Guide for Sales Trainers and Sales Managers by David A. Stumm, published by Holtzbrinck on November 12, 1986, offers a comprehensive examination of the sales training process. With 238 pages, this book draws on Stumm’s 25 years of experience in sales and training to analyze the factors contributing to both the successes and failures of sales training programs. It presents field-tested techniques aimed at creating effective training programs, focusing on the essential elements that are often overlooked in current practices.
Readers will find a structured approach to understanding sales skills through three core concepts: assessing sales situations, identifying situational needs, and developing integrated sales strategies. Each chapter delves into the theory behind various sales skills and translates these theories into practical applications. This edition serves as a resource for sales trainers and managers looking to enhance their training methodologies and improve the effectiveness of their sales personnel.
Official synopsis Publisher
Drawing on 25 years of experience as a salesman, sales manager, and training consultant, David Stumm provides a thoughtful analysis of the sales training process–where it succeeds, why it fails, and what is lacking in current practice–and presents field-tested techniques for creating an effective training program. The book is built around three concepts: reading what is happening in any sales situation; recognizing situational need areas as a common theme in all sale techniques development; and building sales strategies that blend selling techniques into an integrated effort. Each chapter explains the theory behind a different sales skill and translates it into specific sales applications.
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