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Sales Management For Dummies by Butch Bellah

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Chapter 7

Defining Your Sales Process and Training Your Team

In This Chapter

arrow Defining your sales process

arrow Emphasizing planning and prospecting

arrow Presenting your product

arrow Understanding how to ask for and finalize the sale

arrow Training your team to ask for referrals

arrow Knowing your product

arrow Making technology work for you

Asales manager wears many hats, but perhaps the most important is that of trainer. It’s your job to make sure that not only is your sales team at its best today but that the members of your team are constantly learning and growing.

There’s a knack to training someone to sell — and yes, it is an acquired skill. It’s not enough to just tell him what you think is obvious. You must set your own ego aside and understand that, as a manager, you’re not there to show off but rather to enable ...

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