Achieve Sales Excellence: The 7 Customer Rules for Becoming the New Sales Professional Book

Dedication: The Greater Goal     vii
Foreword: The New Sales Profession     ix
Introduction     xv
What Good Science Reveals about Sales Excellence     1
The Sales Professional Is the Sale     4
What Your Customers Want     22
The Foundational Rules of Professional Competence     43
"You Must Be Personally Accountable for Our Desired Results"     46
"You Must Understand Our Business"     66
"You Must Be on Our Side"     87
The Advanced Rules of Sales Excellence     109
"You Must Bring Us Applications"     112
"You Must Be Easily Accessible"     134
"You Must Solve Our Problems"     155
"You Must Be Innovative in Responding to Our Needs"     174
Eight Questions for Identifying World-Class Sales Organizations     191
What Drives the Company's Culture?     194
How Does the Company Segment Its Markets?     198
How Efficiently Does the Company Adapt to Market Changes?     201
How Are Customers Served by the Company's IT Initiatives?     204
How Evolved Are the Company's Sales, Service, and Technical Support Systems?     207
How Does the Company Solicit Customer Feedback and Measure Customer Satisfaction?     210
How Does the Company Recruit and Select Salespeople?     213
How Does the Company Train and Develop Its Sales Force?     216
Epilogue     220
Endnotes     222
About The HR Chally Group     230
Index     232