Successful Selling Strategies: Concepts in Complex Selling

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Xlibris Corporation, Sep 17, 2008 - Business & Economics
 

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Contents

Introduction
9
Why Bother to Read this Book?
13
Definitions
19
Maintaining Control
21
Being a Manager
26
Prospecting
35
First Call
43
The Application Evaluation
61
Product Seminars Special Considerations
105
Product Presentations Special Considerations
111
Technical Application Evaluation
118
Financial Benefits Estimate
122
Product Demonstrations
128
ProposalReady Review
136
Proposal Preparation
141
Proposal Review
157

Financial Qualification
74
Internal Opportunity Review
80
Show Time
97
Do It Yourself
163
For Managers
171
Copyright

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About the author (2008)

Dave Traynor began his 30-year career as a door-to-door salesman while earning a degree in mathematics and a commission in the U.S. Army at St. Bernadine of Siena College. While in the service, he began his technical career as a systems analyst at White Sands Proving Grounds. His industrial career began as a systems designer for Pratt & Whitney Aircraft Co. He then joined the General Electric Co., and after five successful sales years, became a product applications and selling consultant. At GE, Mr. Traynor developed and conducted both product and related sales training seminars for over 25 branch offices throughout the U.S. In 1984, he joined The Boeing Co. to establish and conduct similar programs for Boeing Computer Services at the Dallas Infomart and later for Boeing's London sales office. In 1991, he formed Bonner Consulting and developed "Concepts in Complex Selling", a seminar on which this book is based.

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