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Recommendation
The outlook for selling as a career has darkened with the spread of automated and electronic transactions and product sales. How, then, can the modern salesperson succeed? By embracing a consultative sales approach, a salesperson can build one-to-one relationships with clients and become their expert resource for product information. Starting from shine-your-shoes-and-tuck-in-your-shirt basics, consultants Jeffrey Gitomer and Ron Zemke present a highly readable, detailed plan for managing every aspect of the transition from transactional to relationship-based selling. Beginning salespeople can use this book as a how-to guide for developing their careers, while seasoned professionals will gain from its straightforward instructions for developing a portfolio of long-term customers. Managers will relish the tools for cataloguing and improving their sales force’s skills. For these reasons, getAbstract recommends this book for sales professionals at every level.
Take-Aways
About the Authors
Jeffrey Gitomer Gitomer is president of Buy/Gitomer, editor of the monthly newsletter SalesMasterMind, and author of The Sales Bible, Customer Satisfaction is Worthless - Customer Loyalty is Pricelesand Sales Moves a weekly column. Ron Zemke is president of Performance Research Associates. He is co-author of the Knock Your Socks Off Service series and author of Service America America and 18 other management titles. He has been senior editor of Training Magazine since 1976.
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