The Sales Professional’s Handbook
Follow the sales journey from preparation and first contact through customer commitment to account management, retention and growth. Written by Dr Jeremy Noad and Dr Beth Rogers, the three volumes can be read on their own or used together.
The three-volume series
Volume 1 — Foundations
From Understanding to First Contact
Available now
Build a structure for customer work: understand your company and its offer, identify who takes part in customer decisions and decide where to spend your sales time. Prepare for first contact, set a purpose for each conversation and review what comes next.
Volume 2 — Selling with Control
From Contact to Commitment
Available now
Take control of opportunities without scripts or pressure. Uncover customer needs, understand how decisions are made and communicate value. Qualify opportunities, manage the pipeline, develop proposals and prepare for negotiation, objections and commercial terms as you work towards commitment.
Volume 3 — Account Management
From Commitment to Growth
Available now
Continue the sales journey after the customer says yes. This volume covers account management: deliver what was agreed, retain customers and develop the relationship. Build the basis for customer retention and growth after the first sale.
How the series fits together
Volume 1 — Prepare and make first contact
Volume 2 — Progress the sales conversation to commitment
Volume 3 — Retain, develop and grow the customer relationship
Who the series is for
For sales professionals, people moving into selling, account managers and sales managers using the books to support development.
About the authors
Dr Jeremy Noad and Dr Beth Rogers write The Sales Professional’s Handbook. Together, they guide readers through the work of professional selling, from preparation and customer conversations to account management and growth.
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