The grid for sales excellence: New insights into a proven system of effective sales
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Author Description
The Grid for Sales Excellence provides a systematic approach to sales, based on the authors' famous Managerial Grid. It helps sales professionals understand their own behavior and the behavior of their customers, enabling them to adapt their style for better results.
Menrva's Summary
THE THESIS
This book investigates how the intersection of concern for people and concern for results creates a systematic framework for achieving sales excellence. Robert R. Blake and Jane Srygley Mouton, pioneers in organizational development and behavioral science, utilize their established Managerial Grid model to categorize sales behaviors. They argue that by identifying specific behavioral styles, sales professionals can adjust their approach to maximize effectiveness in diverse client interactions.
THE SCOPE MAP
What You Will Find
- The Sales Grid framework mapping behavioral styles against two primary axes
- Analysis of five distinct sales styles ranging from indifferent to team-oriented
- Methodologies for diagnosing personal sales habits and client needs
Scope Limits
- The text does not provide specific industry-based scripts or cold-calling templates
- It does not cover digital marketing or automated sales funnel technology
THE AUTHORITY PERSPECTIVE
Experts recognize this work as a foundational application of behavioral grid theory to the sales profession. Readers frequently note the academic density of the prose, which focuses on psychological frameworks rather than quick-fix sales tactics.
Page Count:
238
Publication Date:
1980-01-01
Publisher:
McGraw Hill
ISBN-10:
0070056803
ISBN-13:
9780070056800
Business
Sales
Professional Development
Management
Communication
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