Summary
A practical "how-to" book for senior executives, including action checklists in every chapter.

Table of Contents
Understanding the Map

1. Your Sales Road Map
2. The Sales Process
3. Vision Planning
4. Targeted Selling - Read this chapter now
5. Strategic Marketing

Getting Started

1. Hiring
2. Benchmarking
3. Training
4. Compensation
5. Monitoring
6. Team Building
7. Conflict Resolution

A Successful Journey

1. Successful Selling
2. Telemarketing
3. High-Tech High-Touch
4. Motivation
5. Channel Management
6. Blueprinting Sales

Important Excursions

1. Successful Sales Seminars
2. Cloning Success
3. Communication
4. Referrals
5. Synchronicity
6. Conclusion