The End of Selling...as We Know It: An Executive's Guide to Customer Creation

In a rapidly changing marketplace, consumers are better educated and have more buying options than ever before. Welke explains how to acquire and keep customers in this new environment.

Welke has been selling in the high tech, business-to-business arena all of his adult life, starting with computer sales for IBM and eventually building his own publishing company, International Computer Programs, Inc., catering to the computer software and services industry. He has personally taught more than a thousand software sales people over a period of 12 years, principally in the US but also in Europe, South Africa and Japan. Active in the formation of the first national computer software trade association, he served as President of that group for two years and as Vice Chair and the Chairman of ITAA, the Information Technology Association of America. He has more than 30 years experience in writing and public speaking, addressing IT industry audiences throughout the world.