No business can grow without the contribution of effective salespeople. Understanding the professional sales capability is, therefore, one of the most valuable qualifications not only for frontline salespeople but also for anyone whose profession affects the most important element of a company - its customers. Therefore, whatever the case may be, whether a student, a customer in a clothing store, an experienced buyer in a multinational company, an entire administrative committee, or a managerial executive responsible for an organization's budget, you need to develop the necessary skills that will contribute to faster sales achievement.

This book helps you assess your existing sales skills and then guides you through every dimension of the sales process, from the most effective starting methods to the best ways to satisfy your customers and manage a sales team. It leads you from the first phone call with a new potential customer and the planning of your sales campaign to achieving a sale and keeping your promises. It also addresses handling your major accounts - your most important customers, who typically provide up to 80% of an organization's total revenue - and describes the planning and organization of such accounts to ensure customer loyalty and a continuous flow of expected, profitable sales.