Foundation: The Sales Process

Jonathan London and Martin Lucas

Chapter Chapter 3 in Using Technology to Sell, 2012, pp 47-104 from Springer

Abstract: Abstract As mentioned in the previous chapter, the sales process is like a sports team’s playbook. It is a description of how things will be done, or the best plays to run to win the game or, in sales, to win more business. It is coveted and closely held by the sales team because of its importance.

Keywords: Negotiation Strategy; Subject Matter Expert; Sweet Spot; Legitimate Reason; Voice Message (search for similar items in EconPapers)
Date: 2012
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DOI: 10.1007/978-1-4302-3934-5_3

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