Sales Strategies
Focusing on the negotiation of multi-million pound contracts in manufacturing and service sectors, Sales Strategies looks at sales as an integral part of corporate strategy and business development. Included are case studies from a range of blue-chip companies.
With a foreword by John Botten, Commercial Director of IBM United Kingdom Ltd. Based on over 30 years experience of corporate sales within blue-chip companies, this book looks at the strategy of corporate sales. It examines sales as a key part of business development and corporate strategy, focusing on the negociation of large contracts in both the manufacturing and service sectors. Good selling is all about effective communication, planning, technique and research and the development and sustaining of long-term business and personal relationships. The book demonstrates real-life successes and serves to encourage the energy and commitment required from this demanding profession.
BOOK DETAILS :Paperback, 224 Pages, Dimensions 234 x 142 MM Language English.
The late Chris Newby spent twenty-five years with IBM before starting his own consultancy, Newbytes, in 1993. He joined IBM in October 1968 as a Systems Engineer. Became IBM Quota Salesman:1973. From 1978 until 1993 held various Sales, Marketing and Business Management jobs.
In 1993, left IBM and set up own firm, Newbytes, a sales training and management consultancy. In 1998 published Sales Strategies and became a freeman of City of London. In 1999 became a liveryman with the Worshipful Company of Marketors.