The New Science of Selling and Persuasion: How Smart Companies and Great Salespeople Sell
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Book Overview
One of the world's most sought-after sales training and consulting experts reveals the strategies smart companies use to sell anything to anyone
This book takes a new and relevant approach to sales from the perspective of both organizational and individual performance. Based on the author's broad-based personal experience working with over 2,000 sales organizations, it combines organizational guidelines, sales management strategies, how-to sales tips, and career guidance for sales executives, sales managers, and salespeople alike. Incorporating proprietary research, case studies, real-world examples, and practical information, this book will revolutionize the very way sales organizations sell.
William (Bill) Brooks (Greensboro, NC) is the founder and CEO of The Brooks Group, an internationally recognized consulting firm whose clients have included General Motors, Chase Manhattan, Sara Lee, and Microsoft among thousands of others. He delivers more than 150 keynote speeches annually to sales organizations.
This book takes a new and relevant approach to sales from the perspective of both organizational and individual performance. Based on the author's broad-based personal experience working with over 2,000 sales organizations, it combines organizational guidelines, sales management strategies, how-to sales tips, and career guidance for sales executives, sales managers, and salespeople alike. Incorporating proprietary research, case studies, real-world examples, and practical information, this book will revolutionize the very way sales organizations sell.
William (Bill) Brooks (Greensboro, NC) is the founder and CEO of The Brooks Group, an internationally recognized consulting firm whose clients have included General Motors, Chase Manhattan, Sara Lee, and Microsoft among thousands of others. He delivers more than 150 keynote speeches annually to sales organizations.
Format:Hardcover
Language:English
ISBN:0471469246
ISBN13:9780471469247
Release Date:April 2004
Publisher:Wiley
Length:239 Pages
Weight:1.10 lbs.
Dimensions:0.9" x 6.3" x 9.1"
Customer Reviews
5 ratings
A Must-Buy and Must-Study for Sales Management
Published by Thriftbooks.com User , 19 years ago
I have been in sales and sales management for over a decade and managed a division of 150 people. Never have I found a single resource like this book by Mr. Brooks that so concisely provides every bit of wisdom a sales manager MUST have to be successful. If you are in sales management OR IF YOU OWN A COMPANY, you simply must purchase this book, study it and implement every last word of it. Your staff will thank you, your clients will thank you, and your healthy bottom line will be more than enough reward.
Excellent scientific approach to sales management
Published by Thriftbooks.com User , 20 years ago
This book is a thorough treatise on how to create an environment for salespeople in a company. Most companies do not have a systematic approach to hiring, training and retaining salespeople. This book provides an approach that is tested to help sales managers implement this approach.
Breakthrough Book!
Published by Thriftbooks.com User , 20 years ago
This book is one of the best I've read on sales management and overall business strategies in years. The principles and ideas Brooks presents in "The New Science" are causing me to re-think the way I'm running my operation...and I've been running a sales-driven organization for over 30 years!I'd highly recommend this book to anyone whose income and success are driven by the performance of a sales team.
A must-have book
Published by Thriftbooks.com User , 20 years ago
As a Sales Trainer for 22 years, I recommend this book as a must-have, must read book for any serious student of selling and sales management. I will recommend it in all of my seminars. Bill Brooks has shown again his grasp of what it takes to build a successful sales career and a successful sales organization.
A Great Read!
Published by Thriftbooks.com User , 21 years ago
This is a dramatic, breakthrough book on selling. It takes a new and relevant approach to sales from both an organizational and individual point of view. This is an extremely important addition to the field of sales training.
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