The sales function is the front--line of any business. Keeping up with the latest sales techniques is essential, as well as ensuring you have a motivated, incentivised and focused sales team well--versed in the basics of selling, from identifying new prospects and getting repeat business to closing the deal. * Fast-track introduction to the sales process. Focuses on personal selling, effective sales management, key sales skills, and the relationship between sales and marketing * Covers the latest techniques in CRM, key account management, SPIN selling, and relationship selling. Also deals with how to improve key selling skills such as prospecting, identifying qualified prospects, and the art of the close * Case studies from Dyson, the Japanese car market, and Sotheby's * Includes a comprehensive resource guide, key concepts and thinkers, a 10-step action plan, and a section of FAQs