Book tip: the proactive salesperson

Hardly any sales organization today can do without a sophisticated CRM system. Knowledge about the market and customers has never been more tangible than it is today. But does this upgrading with IT systems also lead to better performance in sales? Not at all, says consultant and trainer Karl Pinczolits. On the contrary, "blind performance" has increased, i.e. the workload for system work and administration. What has fallen by the wayside, however, is the salesperson's power of initiative. Pinczolits subsumes five competencies under this term, which he identifies as the true drivers of sales success.In contrast to many other books on selling, Pinczolits does not praise just any old method. He stays very close to the practical sales process and clearly reveals what helps and what hinders. Strong initiative is not necessary in every profession. However, the success of salespeople, the self-employed, founders and entrepreneurs depends crucially on the ability to take the initiative. In this respect, the book may be written for salespeople, but it also highlights skills that are interesting for other entrepreneurial players.getAbstract recommends the book to anyone who builds and maintains customer relationships, especially salespeople and sales managers.getAbstract rating: 7Feasibility: 7Degree of innovation: 8Style: 7

Publisher: Campus VerlagYear of publication: 2016Pages: 195ISBN: 9783593505091