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From Barnes & Noble
Fatbrain reviewed this book and the publisher's summary, and found that the summary accurately reflects the book's contents. If you're a sales professional who's tired of being vetoed by your clients' VITOs (Very Important Top Officers), then this book is for you. This revised and updated edition of the author's 1994 book details strategies designed to help you make the sale by identifying and directly reaching VITOs. Among the lessons offered: How to distinguish between "Seymours" (executives who always want to "see more" data, demonstrations, flip charts, etc.) and "Managers" (those who focus on the advantages of what you're selling); and how to move beyond "closing a sale" to "opening a business relationship."
If you're looking to raise your sales results with some high-tech tools, try Sales Force Automation Using Web Technologies and Data Mining Techniques for Marketing, Sales and Customer Support. Sales-force managers seeking ways to boost their effectiveness should see 7 Secrets to Successful Sales Management: The Sales Manager's Manual.
Reviewed by MH - December 28, 1999