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Description - Short Cycle Selling: Beating Your Competitors in the Sales Race by Jim Kasper

Short Cycle Selling has a single, laser-like focus: to help sales professionals increase their sales volume and income by shortening their sales cycle times (the time from first contact to first order) and beat their competitors in the race for the sale. It is the first book to deal specifically with proven steps that condense the time from prospecting to closing the sale while utilizing the most innovative concepts in sales skills teamed with the latest in e-technology. Sales executives, managers, and field personnel spend a lot of time trying to identify and track their sales cycles. What they often overlook, however, is the most important concept - how to shorten it. Shortening sales cycles means landing more accounts, making faster closings, hitting higher sales targets, achieving greater sales volume, and above all, generating greater income and psychic satisfaction for salespeople themselves. Author Jim Kasper has field tested and taught short cycle selling to a blue-chip roster of corporate clients, from Amoco and Pentax to Rubbermaid, Chase Manhattan Mortgage, and Wells Fargo. Kasper is founder and president of Interactive Resource Group, a sales development company that specializes in customized training programs and e-learning. His company provides services ranging from sales organization development and strategic market planning to field coaching, call center coaching, and sales behavior profiles. Thousands of sales professionals have participated in his firm's customized sales training workshops and e-learning programs. Short Cycle Selling walks sales professionals point-by-point through the series of steps that comprise a sales cycle, from identifying prospects and sizing up the competition to negotiating and closing. At each step, Kasper shows how to streamline the selling process, stop wasting time on unproductive activities, and put to work a cornerstone of the Short Cycle Selling approach: the "compression objective," a concentrated effort to move the sale forward to the next stage of the cycle. Short Cycle Selling is written primarily for business-to-business professional salespeople, sales managers, and sales executives at all levels of sales experience. It is non-industry specific and cites cases and examples throughout from banking, high tech manufacturing, engineering, distribution, information technology, and consulting.

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Book Details

ISBN: 9780071388733
ISBN-10: 0071388737
Format: Hardback
(240mm x 164mm x 25mm)
Pages: 256
Imprint: McGraw-Hill Professional
Publisher: McGraw-Hill Education - Europe
Publish Date: 13-Feb-2002
Country of Publication: United States

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Author Biography - Jim Kasper

Jim Kasper is president and founder of the sales development company Interactive Resource Group. He has field tested and taught short cycle selling to corporate clients from Amoco and Pentax to Rubbermaid, Chase Manhattan Mortgage, and Wells Fargo. An assistant professor of marketing at Regis University, Kasper writes the international newsletter SalesCall along with several private-label newsletters.