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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 Self Development for Sales People?
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 Self Development in Sales
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 of Training and Development
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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Self
Development 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
1This
chapter consists of: 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 for Training and Development
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 Making Self Development in Sales Work
10 steps to making it work.
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