High Performance Sales Organizations: Creating Competitive Advantage in the Global Marketplace

by Kevin J. Corcoran

High Performance Sales Organizations is filled with solid strategies, best practices, and provocative points of view that every organization can apply immediately. Companies will be able to compete... This description may be from another edition of this product.

• Format: Hardcover
• Language: English
• ISBN: 0786303522
• ISBN13: 9780786303526
• Release Date: January 1995
• Publisher: Irwin Professional Publishing
• Length: 172 Pages
• Weight: 0.94 lbs.
• Dimensions: 0.8" x 6.2" x 9.3"

Customer Reviews

Outstanding, research-based information.

This book provides a VP of sales or sales manager with the behind the scenes research that went into Professional Selling Skills and other landmark training by Learning International. If anyone has a questions as to why this training vs. others - this answers the question! By the way, I would highly recommend their training also. The best consultative sales training on the market.

A great summary of updated sales expectations

This is a very clearly written book that puts definition to what you are likely already seeing as your new role as a sales person in the 90's. I found it very applicable for my sales position in aerospace sales. It gives an outline of how to assess your customers and meet their expectations. It further spells out what skills you need as a sales person today and what customers expect from you. It stresses the changing role to business consulant from order taker. Good reading

cool by association

Kevin J. Corcoran is my uncle, so I thought his book was down right cool. Maybe I think that all those related to me have that benefit. But seriously, this book presents some very significant business information with some flair. Check it out! I should be in sales... Brian A. Corcoran (brian@princeton.edu)