The New Professional Salesman: Meeting Challenges in the 21st Century

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November 2008



Ways and means of selling are fast evolving, as new paradigms of doing business engender new forms of relationships between sellers and buyers. The new breed of professional salespersons must respond to this rapidly shifting environment in the context of globalization, technological change and changing concepts of loyalty in the 21st century.

The New Professional Salesman: Meeting Challenges in the 21st Century, written in Walter Vieira's inimitable style with simplicity, humour and clarity, will appeal to sales professionals who are not inclined to read heavy tomes on the subject. The book meets the need of companies with both large field forces (pharmaceutical, FMCG, consumer durables, engineering) and a small number of salespersons. Such companies can now buy a copy for each salesperson and effectively provide a full training program for the cost of a 'day's travel allowance'.

Covering the entire spectrum of the selling process, the book features:

- A systematic organisation of material on the theory of selling-in the context of 21st century requirements.

- Use of case studies to elucidate strategies.

- Questions to reflect on and action points at the end of every chapter-to stimulate thinking, self-analysis and self-improvement.

- A focus on the use of technology to improve selling effectiveness.

- A simple style of writing to make learning a pleasure.

This book is a must read for all salespersons and entrepreneurs, whether they sell products or services. Trainers will also find the book immensely helpful in conducting sales training workshops.


Foreword Rolph Anderson
Selling of Ideas
A Series of Challenges
A Theory and Structure in Selling
Planning for the Sale
Self-Management in Selling
Focussing on the Customer
Making the Sales Presentation
Objections-When the Customer Says 'No'
The Close and Thereafter
Compulsions and Reflections
Selling in the 21st Century


Walter Vieira is the President of Marketing Advisory Services Group, which he founded in 1975. Prior to that, he spent 14 years working with various corporations-Glaxo, Warner Lambert, and the Boots Company.

A Certified Management Consultant (CMC) and a Fellow of the Institute of Management Consultants of India (FIMC), he provides training services and consultancy in business and marketing strategies to several organizations in India and abroad.

Walter Vieira has taught at leading management institutes in India, such as Jamnalal Bajaj Institute of Management, University of Mumbai and Administrative Staff College of India (ASCI) in Hyderabad, and has lectured at the J.L. Kellogg School of Management, Drexel Business School, the Cornell University; Rady School of Management, University of Rhode Island (URI); Lake Forest College, among others (all in the US); Boston Management School, Zaragoza, Spain; and other business schools in Thailand, Hong Kong, Nigeria, and so on.

He has published more than 900 articles in the business and general press and was on the Advisory Board of the Journal of Management Consultants, USA. Walter Vieira has also authored 10 books, of which three were written jointly with C. Northcote Parkinson and M.K. Rustomji. His most recent books include The Winning Manager (2014) and earlier ones are Successful Selling and The New Sales Manager.

He has addressed the World Congress of Management Consultants in Rome (1993), Yokohama (1996) and Berlin (1999); and the World Marketing Summit in Dhaka (2012) and Tokyo (2014 and 2015). He has been active in social marketing for organizations such as Cancer Aid, World Wildlife Fund, and Consumer Education and Research Society. He is presently the Chairman of the The Consumer Education & Research Society (CERS), India.

Walter Vieira served as the President of the Institute of Management Consultants of India (1987-92); was the Founder Chairman of the Asia-Pacific Conference of Management Consultants (1989-90); and Chairman of the International Council of Management Consulting Institutes, USA (World apex body) (1997-99).

He was awarded the Lifetime achievement Award for Management Consulting in 2005, and for Marketing in 2009.

EAN: 9788178298924
ISBN: 8178298929
Untertitel: Response. Sprache: Englisch.
Erscheinungsdatum: November 2008
Seitenanzahl: 152 Seiten
Format: kartoniert
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