Practical Selling

No Seminars in Foxholes offers practical lessons for real-world salespeople. You will learn (1) the best sales tactics to use depend on the situation; (2) the strength of your product, company, status at an account, and timing of market entry are crucial, (3) people in the sales process are swayed by politics and emotions; (4) prospects will select vendors based on how they feel about the limited inputs they have; (5) how to gather, often surreptitiously, the information you need about the decision process; (6) how to use that knowledge and other techniques to affect the outcome. One-size-fits-all approaches to sales do not work. This book will change how you view the sales profession.

Jack Confrey was VP Sales of Epson during its ten-fold growth, and VP Sales of the most successful IPO of 1997, SCM. He has sold for Fortune 50, midsize and startup companies including systems, large and small hardware, software and technology licenses in a variety of industries. Confrey has been published in Selling Power magazine and has released two books, Practical Selling - No Seminars in Foxholes and Practical Sales Management - Alone in the Field. He is currently VP of S &M for Citizen and teaches Selling and Sales Management at University of California, Riverside. He has a Bachelor's degree in Mechanical Engineering from MIT and an MBA from the University of Chicago.