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Sales Enablement: A Master Framework to Engage, Equip and Empower A World-Class Sales Force by Byron Matthews and Tamara Schenk

By: Matthews, Byron.
Contributor(s): Schenk, Tamara.
Material type: materialTypeLabelBookPublisher: New Delhi Wiley India Pvt. Ltd. 2018Description: 234p.ISBN: 9788126577460.Subject(s): Leadership - Selling - Customer RelationsDDC classification: 658.8102
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Item type Current location Collection Call number Status Date due Barcode Item holds
Book Book Institute of Management
General 658.8102 MAT (Browse shelf) Available M0035536
Total holds: 0

Part I: Introduction
1. The Science of Selling
Part II: Laying the Foundation
2. The Many Facets of Sales Force Enablement
3. The Customer's Path
4. The Enablement Charter
Part III: Enablement Services
5. Content Services
6. Training Services
7. Coaching Services
8. Value Messaging: Creating Consistency for Maximum Impact
Part IV: The Inner Workings of Enablement
9. Formalized Collaboration
10. Integrated Enablement Technology
11. Enablement Operations
12. Measuring Results
Part V: Where to Go from Here
13. Enablement Maturity: Where Are You Now and What to Do About It
14. The Future of Selling Starts Now.

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