Scientific selling creating high-performance sales teams through applied psychology and testing /
"A truly scientific approach to measuring and improving sales performanceScientific Selling shows how statistically-valid measurement can improve every element of the sales environment&emdash;from management to coaching to training to creating long-term sustainable sales results. Sales orga...
| Основен автор: | Martini, Nancy, 1959- |
|---|---|
| Автор-организации: | ebrary, Inc. |
| Други автори: | James, Geoffrey, 1953- |
| Формат: | Електронен |
| Език: | English |
| Публикувано: |
Hoboken, N.J. :
Wiley,
2012.
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| Предмети: | |
| Онлайн достъп: |
An electronic book accessible through the World Wide Web; click to view |
Съдържание:
- Machine generated contents note: DEDICATION 6 ACKNOWLEDGEMENTS 7 PREFACE 11 FOREWORD 17 CHAPTER 1: THE SCIENCE of SELLING 20 The Changing Nature of Selling 21 The Crisis in Sales Management 24 The Advent of Scientific Selling 29 CHAPTER 2: The SCIENCE of BEHAVIORAL ASSESSMENT 33 Behavioral Assessment 33 Behavioral Surveys 36 Business Applications of Behavioral Science 37 The Effectiveness of Behavioral Assessment 40 How to Choose a Behavioral Assessment Method 41 CHAPTER 3: The SCIENCE of SALES SKILLS ASSESSMENT 46 The History of Sales Skill Assessment 47 The Advent of Sales Process 48 The Limitations of Sales Process 49 Evolution of Sales Skills 51 Limitations of "Solution Selling" 52 The Selling Skills Assessment Tool (SSAT) 53 CHAPTER 4: THE SCIENCE of HIRING SALES TALENT 57 How Most Companies Hire (and Why It Fails) 59 The Scientific Approach to Hiring 61 How to Implement Scientific Hiring 62 STEP #1: Analyze the Job. 63 STEP #2: Design an Appropriate Recruitment Ad 64 STEP #3: Filter the Resumes 65 STEP #4: Conduct Telephone Interviews 66 STEP #5: Give the Candidates a Behavior Assessment 67 STEP #6: Conduct Strategic Interviews 68 STEP #7: Refine the Model 69 Case Study: Rainsoft 69 Case Study: Centier Bank 71 CHAPTER 5: THE SCIENCE of SALES TRAINING 73 Why Sales Training Fails 74 Why Sales Training Doesn't Get Measured 76 Scientific Measurement vs. Conventional Wisdom 78 Applying Science to Sales Training 80 Customizing Sales Training 84 Case Study: The Clark-Mortenson Agency 85 Case Study: Yankee Candle 87 CHAPTER 6: THE SCIENCE of SALES COACHING 89 Sales Coaching and Behavioral Assessment 89 Sales Coaching and Skills Assessment 93 The Muscle Scenario 94 The Execution Scenario 95 The Knowledge Scenario 95 The Leverage Scenario 96 Example of Scientific Coaching 96 Cross-Cultural Aspects of Sales Coaching 98 Case Study: First Nonprofit Insurance 100 Case Study: LexisNexis 101 CHAPTER 7: THE SCIENCE of SALES MANAGEMENT 105 Reducing Sales Personnel Turnover 106 The Right Job for the Right Person 108 The Importance of an Upward Career Path 109 Effective Use of Sales Technology 110 Building a Culture of Innovation and Entrepreneurship 112 What is Creative Leadership? 112 How to Implement Creative Leadership 114 Fostering Entrepreneurship 116 The Importance of Non-Entrepreneurial Creativity 119 Using Science to Manage Change 120 Case Study: Bell Mobility Canada 123 Case Study: Meadowbrook Gold 126 CHAPTER 8: THE SCIENCE of SALES PROCESS 128 Customer Focused Selling 128 Process Stage #1: Applying the "Open" Skill 130 Process Stage #2: Applying the "Investigate" Skill 134 Process Stage #3: Applying the "Present" Skill 137 Process Stage #4: Use the "Confirm" Skill 139 Process Stage #5: Use the "Position" Skill 142 Case Study: Terminal Supply 144 Case Study: Blood Centers of America 146 CHAPTER 9: HOW SCIENTIFIC IS IT? 149 What Makes Assessments Scientific 150 The Predictive Index (PI) 151 The Objectivity of PI 153 The Reliability of PI 154 The Validity of PI 155 The Demographics of PI 156 The Sales Skill Assessment Tool (SSAT) 157 The Objectivity of SSAT 157 The Reliability of SSAT 158 The Validity of SSAT 158 The Demographics of SSAT 159 Studies of Behavioral Assessments 160 CHAPTER 10: THE FUTURE OF SCIENTIFIC SELLING 161 Cognitive Science 162 Human Analytics 163 Predictive Analytics 165 Neuroscience 166 A Final Word 168.