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About This Book

A fundamental assumption… All professional sales reps, managers and executives are committed to the relentless pursuit of excellence. Unfortunately, this statement does not apply universally. Even a less ambitious assumption – that all are committed to sustaining continuous improvement – might well be too aggressive. Be that as it may… Those who genuinely embrace either form of this outlook will find the greatest value in this book and its underlying Sales Process Engineering principles. There i

Chapters

• A fundamental assumption…
• A well-executed Sales Process Engineering effort inevitably creates a powerful c
• A well-executed Sales Process Engineering initiative can generate an 8-12% annua
• Every organization is unique. Every organization’s sales process has unique aspe

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