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Chapter
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1
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Introduction
This chapter makes it clear that
it is the individual rather than the organization or employer
that is addressed in the book. It also considers the separate
factors in the sales process.
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2
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What
is E-Selling?
This chapter considers the following concepts relating to
self development in sales: the development process; the
methods; and the results.
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3
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The
Evolution of E-Selling
This
chapter examines the evolution of self development in sales
and considers: the changing work environment; continuing
professional development; and the future.
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4
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The
E-Dimension
This
chapter explores the e-dimension to self development under
four main headings: product changes; business practice;
the sales process; and the learning process.
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5
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The
Global Dimension
This
chapter considers what increasing globalization can mean
for you and how you can develop your sales job and make
it successful. |
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6
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The State of the Art
This
chapter considers what sales people actually do and how
they do it in the context of an open-ended and ongoing process
of self development.
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7
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E-Selling in Practice
This
chapter considers the current practice and examines how
self development methods can work for you. In particular
it looks at: obtaining and using feedback; getting the most
from management; and getting the most from training courses.
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8
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Key Concepts and Thinkers
This
chapter consists of: a glossary for self development for
sales people; key concepts in the field; and key thinkers
in the field.
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9
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Resources
This
chapter is examines key resources in professional organizations,
books, magazines, research and qualifications.
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10
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Ten
Steps to E-Selling
10
steps to making it work.
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