ULTIMATE SALES TOOL KIT

With the development of new technologies and new ways of business, the web being a prime example, the sales profession has changed from a hardy army with sample cases to extremely focused people who find and meet needs, provide linkages, and represent what really matters. Here consultant Miller believes learning to be effective in sales does not require a unique talent, but does require sales professionals make careful use of a concise set of behaviors. Taking a hands-on, highly visual approach, he offers a concise set of behaviors he has seen create success in all segments of sales, including time management, discerning needs, defining offerings that meet those needs to the advantage of the customer, maintaining the business relationship, and keeping close track of how to use the information gained from a sale into future transactions. Annotation c2007 Book News, Inc., Portland, OR (booknews.com)

William "Skip" Miller is president of M3 Learning, a sales and management development company, and an instructor for numerous AMA sales management training programs. He is the author of several books, including ProActive Selling and ProActive Sales Management. He lives in Los Gatos, California.