There are 16,000,000 salespeople in the US and 5,000,000 are working with complex transactions in a wide range of industries, such as technology, health care, manufacturing, finance and professional services. In addition for every salesperson involved in a complex sale there are two to three support professionals that provide technical and application support before and after the sale. This book a roadmap for those professionals who operate in complex sales the most lucrative and hotly contested in the sales world. These are business-to-business transactions that involve multiple decisions, made by multiple people coming from multiple perspectives. Simply put, conventional selling techniques cannot meet the challenges in this environment sales professionals must innovate or evaporate.
Book Details:
- Author: Jeff Thull
- ISBN: 9780470356968
- Year Published: 2003
- Pages: 240
- BISAC: BUS063000, BUSINESS & ECONOMICS/Strategic Planning
About the Book and Topic:
There are 16,000,000 salespeople in the US and 5,000,000 are working with complex transactions in a wide range of industries, such as technology, health care, manufacturing, finance and professional services. In addition for every salesperson involved in a complex sale there are two to three support professionals that provide technical and application support before and after the sale. This book a roadmap for those professionals who operate in complex sales the most lucrative and hotly contested in the sales world. These are business-to-business transactions that involve multiple decisions, made by multiple people coming from multiple perspectives. Simply put, conventional selling techniques cannot meet the challenges in this environment sales professionals must innovate or evaporate.
Sales are becoming more complex, hotly contested and with enormous stakes. This book is needed for this market and the authors have the platform to install this book into organizations such as; 3M, Microsoft, Sun, IBM, Citigroup, Citicorp, G.E., Philips, Agilent and Rand McNally.
* Author Jeff Thull is President and CEO of Prime Resource Group, which specializes in sales programs for complex transactions. * Thull’s clients include such companies as Microsoft, Sun Microsystems, Rand McNally, Phillips Electronics, and 3M. * Fills a widening gap in the sales literature.
About the Author
JEFF THULL is the President, CEO, and founder of Prime Resource Group, a leading consultancy that delivers optimal market strategies for business success. He counts among his clients such household names as 3M, Microsoft, Siemens, IBM, Citicorp, Georgia-Pacific, and Sulzer Medica. He is also a highly sought-after keynote speaker for corporate and association audiences worldwide.