TY  - BOOK
AU  - Stevens,Drew
TI  - Selling, the new norm: dynamic new methods for a competitive and changing world 
T2  - Selling and sales force management collection,
SN  - 9781606499818
AV  - HF5438 .S455 2016
PY  - 2016///
CY  - New York, New York (222 East 46th Street, New York, NY 10017)
PB  - Business Expert Press
KW  - Selling
KW  - Sales management
KW  - creating a sales training program
KW  - decision makers
KW  - developing a sales training program
KW  - enterprise selling
KW  - sales management activities
KW  - sales management analysis and decision making
KW  - sales management basics
KW  - sales management best practices
KW  - sales management building customer relationships and partnerships
KW  - sales management business plan
KW  - sales negotiation
KW  - sales process
KW  - sales training books
KW  - sales training ideas
KW  - sales training programs
KW  - sales training techniques
KW  - start a sales training business
N1  - 2; 1. Inescapable change, why it is required? --; 2. The cancellation of old practices --; 3. New methods for selling --; 4. Creating a customer experience --; 5. Networking skills, keys to pipeline success --; 6. The holy grail of referrals --; 7. Wow it's noisy, how to get heard in a rock concert --; 8. Becoming a buyer peer --; 9. Sales tools for today's seller --; Book summary and action steps --; Templates for selling professionals --; Index; 2; b; Also available in printing
N2  - Why read another book on selling? Simple. Today's client is more informed, more sophisticated, and has more access to information. Selling professionals today need to be keener to fulfill the needs of the client by offering value, and most important trust. In the increasing age and rage of globalization and the Internet, competition rises. Selling professionals today need to determine better ways to reach the economic decision maker and better articulate their value. Selling the New Norm is such a book. This book will provide the tools and templates required to meet today's sales challenges
UR  - https://go.openathens.net/redirector/ciu.edu?url=https://portal.igpublish.com/iglibrary/search/BEPB0000475.html
ER  -