Publisher's Synopsis
The Management of Major Sales, like its companion volumes Making Major Sales and Account Strategy for Major Sales, is based on the idea that ?big ticket? selling is different. It requires different strategies and techniques from those that work for smaller sales. And it follows that different management skills are needed. The book examines these strategies, techniques and skills, and shows how they can be used to improve sales performance. For example: In smaller sales, managers can often increase productivity by helping their sales team to work harder. In large sales this approach may actually make things worse. The book describes alternative strategies for increasing sales effectiveness. In smaller sales, managers are generally more successful if they avoid getting involved in face-to-face selling. In larger sales, though, face-to-face selling is part of the sales manager?s function.
