Scientific Selling: Creating High Performance Sales Teams through Applied Psychology and TestingISBN: 978-1-118-16797-7
Hardcover
216 pages
April 2012
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Foreword Geoffrey James xiii
Preface xvii
Chapter 1 The Science of Selling 1
Chapter 2 The Science of Behavioral Assessment 17
Chapter 3 The Science of Sales Skills Assessment 35
Chapter 4 The Science of Hiring Sales Talent 49
Chapter 5 The Science of Sales Training 71
Chapter 6 The Science of Sales Coaching 93
Chapter 7 The Science of Sales Management 115
Chapter 8 The Science of Sales Process 147
Chapter 9 How Scientific Is It? 181
Chapter 10 The Future of Scientific Selling 199
Index 211
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