No Seminars in Foxholes

Front Cover
Xlibris Corporation LLC, Jun 1, 2003 - Business & Economics - 215 pages

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.

What people are saying - Write a review

We haven't found any reviews in the usual places.

Other editions - View all

Bibliographic information