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International Sales Steering by Result Framing: How to Ensure Your Sales Results on a Global Level
Wolf W. Lasko; Lara M. Lasko (Autor)
·
Springer Gabler
· Tapa Blanda
International Sales Steering by Result Framing: How to Ensure Your Sales Results on a Global Level - Wolf W. Lasko; Lara M. Lasko
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Reseña del libro "International Sales Steering by Result Framing: How to Ensure Your Sales Results on a Global Level"
Many companies feel that their spendings on training and coaching for their sales force are a waste of time and money. They complain about the lack of improvement and continued low performance. ?Sales Steering through Result Framing? provides sales management with a new steering tool that is oriented toward future revenue and profits while setting new, concise and directly applicable work frames. The book explains why the outlook for current sales steering ? as it is practiced in many companies acting on an international scale ? is rather bleak. It explains reasons as to why this highly dissatisfactory, entrepreneurial situation must be urgently corrected. One of the main reasons being the low motivation to work and the lacking willingness to learn among a large number of staff members. These leadership deficits ? particularly in the wide-ranging middle field of a sales force with an international focus ? can, from the authors? point of view, be compensated only with the installation of a mindset and a scope of action that is strictly aligned toward company success: sales steering by result framing.
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