How to sell

<span sheds light on the importance of values in the modern sales world. Know-how and hard facts are undoubtedly important. "However, smart salespeople also score points with their knowledge of human nature and communication," explains Franziska Brandt-Biesler. Sales has left the facelessness of online retail behind and has reached a point where personal relationships play a role again. This is one of the key aspects of the comprehensive change in values that has taken place in sales over the last 50 years. "Employees today have different expectations of their superiors," says Rainer Krumm. "This also applies to the relationship between sales and buyers." The many facets of modern value orientation in business and corporate relationships fascinate the internationally active trainer. "Business relationships based on partnership are becoming increasingly established between suppliers and sales," says Franziska Brandt-Biesler. "This change in values is a hurdle for many, but it also offers great opportunities." To help passionate salespeople make the most of these opportunities, the smart selling expert has teamed up with Rainer Krumm. Together, they have written a standard work for entrepreneurs who want to develop themselves and their sales force.Rainer Krumm expanded his developmental psychology 9-level model of value-oriented leadership to reflect the relationship between buyer and seller. The combination with Franziska Brandt-Biesler's Smart Selling skills provided the necessary flexibility: she knows that a business process needs room for development. "Solutions to business-relevant problems must be worked out together," the team of authors said.

Number of pages: 224

Publication date 17.08.2015

ISBN 978-3-86936-665-4

Publisher Gabal