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Contents

Acknowledgments

How to Use This Book

Chapter 1 Sales Excellence

Chapter 2 What the Qualitative Research Confirms

Chapter 3 Yesterday’s Versus Today’s Sales Environment

Chapter 4 Bullying in Sales and What Motivates the Lying Boss—Primadona Sales Person

Chapter 5 Personal Problems We Encounter in Sales Given the Health Crisis Worldwide and How to Return to Selling With Improved Vigor?

Chapter 6 Are We Expendable in Selling Today and What Value You Bring to the Company?

Chapter 7 The Big Divide Between Marketing and Sales and Sales and Sales Managers

Chapter 8 Ethics in Sales

Chapter 9 Training or the Lack of It

Chapter 10 What Is Your “Me Brand” and Selling Style?

Chapter 11 Getting Down to Sales Technique and Planning ...

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