Practical Selling: No Seminars in Foxholes

By John Robert Confrey

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.

• Format: Hardcover
• Language: English
• ISBN: 1401096441
• ISBN13: 9781401096441
• Release Date: June 2003
• Publisher: Xlibris
• Length: 216 Pages
• Weight: 0.98 lbs.
• Dimensions: 0.8" x 6.3" x 8.7"