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No Seminars in Foxholes offers practical lessons for real-world salespeople. You will learn (1) the best sales tactics to use depend on the situation; (2) the strength of your product, company, status at an account, and timing of market entry are crucial, (3) people in the sales process are swayed by politics and emotions; (4) prospects will select vendors based on how they feel about the limited inputs they have; (5) how to gather, often surreptitiously, the information you need about the decision process; (6) how to use that knowledge and other techniques to affect the outcome. One-size-fits-all approaches to sales do not work. This book will change how you view the sales profession.
  • ISBN13: 9781401096434
  • Publisher: Xlibris Corporation
  • Pubilcation Year: 2003
  • Format: Paperback
  • Pages: 00216
Publication DateJune 2, 2003
Primary CategoryBusiness & Economics/Sales & Selling - General

Practical Selling: No Seminars in Foxholes

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