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In Search of Congruence- And Success in Selling de Kieran Maloney

In Search of Congruence- And Success in Selling

Autor Kieran Maloney, Barrie Smith
en Limba Engleză Paperback – 4 sep 2012
Congruence is the point at which the buyer and seller are aligned and the sale is made. In this pragmatic book the experience of a successful sales professional is coupled with the insight of a business psychology practitioner in a unique combination. Together they outline how the principles of effective successful selling have evolved during four distinct chronological eras. These principles, founded on their model of Behaviour, Attitude, Skill and Knowledge, are developed to encompass the changing requirements of the customer during the four eras. Underpinning this approach is the informal research that empowered the authors to develop an understanding of the Customer Buying Process - and subsequently to share this with sales professionals in sales teams and contact centres both nationally and internationally. The relaxed style of this book makes for an easy read but, throughout, there are ideas and suggestions that the true sales professional can make their own.
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Specificații

ISBN-13: 9781908746306
ISBN-10: 1908746300
Pagini: 204
Dimensiuni: 152 x 229 x 11 mm
Greutate: 0.28 kg
Ediția:New.
Editura: Ecademy Press Limited

Notă biografică

Kieran is passionate about helping young and / or inexperienced managers to improve their people management capability. He knows that this can lead to less stress, greater satisfaction, more enjoyment for the manager AND the team and produce great results for the organisation. He has also been involved extensively in sales improvements by examining how sales techniques and customers' expectations and needs come together. Following a varied career, Kieran is now a consultant and coach focussing on people and people performance. Kieran worked in state education for fifteen years, ending up as headteacher of a large primary school in the Midlands of England. From here he enterred the world of business as a trainer and subsequently, after a company move, as head of training and development for the UK division of a multi-national. More commercial roles followed in the European head offices of the multi-national, including responsibility for nine contact centres across Europe. Using his ability to communicate and understand new and unfamiliar things Kieran was appointed as a project director on a huge IT upgrade project. His role was like that of Janus, communicating between the technical and commercial folks to ensure the best was made of "new" technologies. When the project was completed on time and within budget, Kieran took the opportunity to return to more people focussed work and in 2004 set up his own company, kmc associates ltd. Having always had a passion for writing he eventually put fingers to keyboard and with his colleague Paul Stanford, created a straight forward guide for young or inexperienced managers. Kieran's simple philosophy is,"People make all the difference, ultimately, in anything we do so let's treasure them, nurture them and develop them so they can be fulfilled and give of their best". Kieran has maintained his personal learning throughout his life and recently attained a Certificate in Psychology of Management through Heriot Watt University. He is currently studying for a Master of Science in Applied Social Psychology at Royal Holloway University of London.

Descriere

In this pragmatic guide, the experience of a successful sales professional is coupled with the insight of a business psychology practitioner. Together they outline how the principles of effective successful selling have evolved during four distinct chronological eras.