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The Quintessence of Sales

What You Really Need to Know to Be Successful in Sales

  • Stefan Hase
  • Corinna Busch

Part of the Quintessence Series book series (QUINT)

Table of contents

  1. Front Matter
    Pages i-xi
  2. Stefan Hase, Corinna Busch
    Pages 1-4
  3. Stefan Hase, Corinna Busch
    Pages 5-12
  4. Stefan Hase, Corinna Busch
    Pages 13-34
  5. Stefan Hase, Corinna Busch
    Pages 35-56
  6. Stefan Hase, Corinna Busch
    Pages 57-75
  7. Stefan Hase, Corinna Busch
    Pages 77-122
  8. Stefan Hase, Corinna Busch
    Pages 123-125
  9. Back Matter
    Pages 127-131

About this book

Introduction

This book from the Quintessence series offers essential know-how on the theory and practice of sales, the main turnover and value driver of any business. Sales can be seen as the “front line” where key business successes are prepared and put into practice. Sales managers and salespeople, but also professionals from production, technology, and marketing will benefit from the concise presentation of the relevant topics. Having read this book, you should have a good understanding of the key stages of the sales process from acquiring new clients (or selling to old ones) to closing the deal, and be familiar with the most typical sales performance issues described here. Moreover, in order to create a strong sales environment, you will know which qualities are needed both by sales leaders and ideal salespersons, and how to build a winning sales team and a high-quality sales organisation. Finally, by applying the principles of sales-centric business management, you will be readily equipped for immediate and lasting sales success.

Keywords

Sales Sales management Sales process Sales strategy Sales-centric business management

Authors and affiliations

  • Stefan Hase
    • 1
  • Corinna Busch
    • 2
  1. 1.Wirkung Plus GmbHHamburgGermany
  2. 2.Wirkung Plus GmbHHamburgGermany

Bibliographic information

  • DOI https://doi.org/10.1007/978-3-319-61174-7
  • Copyright Information Springer International Publishing AG 2018
  • Publisher Name Springer, Cham
  • eBook Packages Business and Management
  • Print ISBN 978-3-319-61172-3
  • Online ISBN 978-3-319-61174-7
  • Series Print ISSN 2195-4941
  • Series Online ISSN 2195-495X
  • Buy this book on publisher's site