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· 분류 : 외국도서 > 경제경영 > 세일즈
· ISBN : 9781118408094
· 쪽수 : 256쪽
· 출판일 : 2012-11-15
목차
Introduction: What Is Selling with Noble Purpose? xv
PART I Why Noble Sales Purpose Matters and Where to Find Yours 1
Chapter 1 The Great Sales Disconnect 3
Chapter 2 Why Noble Sales Purpose Works 17
Chapter 3 Why Profi t Is Not a Purpose 36
Chapter 4 The Sales Manager Question That Changes Everything 47
Chapter 5 How to Create Your Own Noble Sales Purpose 58
PART II How to Live by Your Noble Sales Purpose 65
Chapter 6 How Fear Flatlines Sales Calls 67
Chapter 7 The Dirty Little Secret about Sales Training 81
Chapter 8 Creating a Powerful Sales Narrative without Sanitizing Your Stories 102
Chapter 9 How Sales Coaching Drives Better Customer Intelligence 114
Chapter 10 How to Keep Your Sales Force from Being Sabotaged by Your CRM 126
Chapter 11 The Trojan Horse: Using Case Studies to Grab New Markets 132
Chapter 12 How to Keep Your Noble Sales Purpose from Being a Mere Tagline 137
Chapter 13 Using Purpose to Eliminate Turf Wars and Silos 151
Chapter 14 How to Keep Internal Projects from Sucking the Soul Out of Your Sales Force 163
Chapter 15 Reframe Your Team’s Internal Talk Track with One Pivotal Behavior 173
PART III A Manager's Blueprint for Creating a Noble Sales Purpose-Inspired Team of True Believers 179
Chapter 16 Lose the Boring Slides: Sales Meetings That Inspire Action 181
Chapter 17 Inspiring the Many Instead of the Few: Adding Purpose to Your Incentive Programs 186
Chapter 18 The Ultimate Litmus Test: Using Purpose in Interviews to Eliminate Nonperformers 189
Chapter 19 Using Nobel Sales Purpose to Demonstrate Value in Proposals and Presentations 192
Chapter 20 Acronyms Are Not Enough: Breathing New Life into Sales Training 196
Chapter 21 The Most Critical 10 Minutes: Precall and Postcall Sales Coaching 200
Chapter 22 Using Your Noble Sales Purpose in Tough Negotiations 204
Conclusion How to Use Purpose to Make the Rest of Your Life More Meaningful 209
Acknowledgments 217
About the Author 221
Index 223
