WORLD-CLASS SELLING: NEW SALES COMPETENCIES
Book ID/图书代码： 11724014B70136
English Summary/英文概要： "World Class Selling" delivers the latest research-based criteria for sales teams interested in selling more effectively against an ever-changing business environment. Used as a guide, sales leaders can use this title as a foundation to build or reorganize sales processes and sales people. This resource is best used for professionals (employees or consultants) working with or within the sales organization who have influence on the structure, processes, policies, and culture of the sales team and the sales and service culture of the organization. Included in the text is the data-driven documentation needed to properly and confidently position sales resources and operations to achieve greater results.
Chinese Summary/中文概要： 《世界级销售》为销售团队提供以最新研究为基础的标准，来在不断变化的商业环境中更有效地销售。作为指导，销售领导可以用这本书作为基础来构建或组织化销售流程和销售人员。这个资源是最适合用于在销售组织工作的专业人士（雇员或顾问），他们对销售团队的结构，流程，政策和文化，以及组织的销售和服务文化具有影响。书中包含了需要正确，满怀信心地定位销售资源及营运，以取得更大的成绩的数据驱动文档。（LNL）
Awards/获奖情况：几十年来，在专业销售人员中有无数关于推动销售增长，提升销售业绩的最佳途径的争论。第一年是销售技巧培训，接下来是销售过程，一年后是客户关系管理，然后谈判培训，演讲技巧，成交技巧和ISO认证，以及“寻找圣杯”般销售业绩数不胜数的例子。在过去一直有很多人努力定义这个行业，但由于基于特定销售方法的标准正在构建，这个定义一直没有成功给出。最后布莱恩•兰伯特博士和美国培训与发展协会采取简洁的方法为销售行业定义了一个框架，这个定义远远高于其他人梦想的。这本书包含了销售人员，销售经理，大型企业培训师，咨询师，大学教授和其他思想领袖广泛的研究和投入，是开发世界级销售组织的基石。如果你真的想提高销售团队的表现，这是一本必读书！
For decades there have been countless debates among sales professionals on the best ways to drive sales growth and enhance sales performance. One year it is sales skills training, the next is sales process, the year after is CRM, then negotiation training, presentation skills, closing techniques, ISO certification and the list goes on "in search of the holy grail" of sales performance. In the past there were efforts made to define the profession but it has always fallen apart due to the standards being built upon a particular sales methodology. Finally Brian Lambert, PhD. and ASTD has taken a no nonsense approach to defining a framework for the sales profession that far exceeds what others have only dreamed of. With extensive research and input from sales people, sales managers, large corporate trainers, consultants, university professors and other thought leaders this is the keystone for developing a world class sales organization. If you are serious about increasing sales team performance this is a must read!
About the Author/作者介绍： 布赖恩•W•兰伯特是ASTD（美国发展与培训协会）销售培训的指挥者，在那里他与内部和外部客户一起工作来为销售培训师和销售经理创造相关的内容，工具和资源。布莱恩住在美国的华盛顿特区。
蒂姆是“成长和合作”公司的总裁，这是一家咨询协会专注于变革中人的动态，无论是组织还是个人。他的专长包括销售业绩，行政指导，发展人才梯队。蒂姆住在美国加利福尼亚州的旧金山。
埃里克•凯阔福是惠普公司的客户经理，他负责帮助客户充分利用信息技术降低成本，减少风险，并成功应对市场状况。埃里克居住在美国的华盛顿特区。
Brian W. Lambert is the director of ASTD’s Sales Training Drivers, where he works with internal and external clients to create relevant content, tools, and resources for sales trainers and sales managers. Brian lives in Washington DC, USA. Tim Ohai is president of Growth & Associates, a consulting association that focuses on the people dynamics of change, both organizationally and personally. His expertise includes sales performance, executive coaching, and developing the talent pipeline. Tim lives San Francisco, California, USA Eric Kerkhoff is account manager for Hewlett-Packard Company where he is responsible for helping clients leverage information technology to reduce cost, mitigate risk, and successfully respond to market conditions. Eric lives in Washington DC, USA.
Format:
Rights Status/版权销售情况：Simplified Chinese/简体中文：AVAILABLE
Complex/Traditional Chinese/繁体中文：AVAILABLE
Sales in other countries/其他国家销售情况：
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