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.
Based on over thirty years' experience of corporate sales within blue-chip companies, Sales Strategies examines sales as a key part of business development and corporate strategy, focusing on the negotiation of large contracts in both the manufacturing and service sectors.
Good selling in the corporate environment is about effective communication, planning, technique and research. Above all, it is about developing and sustaining long-term business and personal relationships, to the mutual benefit of both client and vendor. For those at senior management level, Sales Strategies illustrates the importance of integrating the firm's sales strategies with its corporate vision of the type of work it wants to perform. Case studies from an impressive array of blue-chip companies demonstrate real-life successes and serve to encourage the energy and commitment that is required from this demanding profession. Written in a lively and engaging style, this book teaches the art of corporate salesmanship from the expert's perspective.
Real selling is not about closing, it's about selling the best deal to the best client at the best time, and Chris Newby shows you how.
Mike McDonald, leading international sales trainer
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.