Sales Strategies: Negotiating and Winning Corporate Deals

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.