With dust jacket. It's a preowned item in good condition and includes all the pages. It may have some general signs of wear and tear, such as markings, highlighting, slight damage to the cover, minimal wear to the binding, etc., but they will not affect the overall reading experience.

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Bibliographic Details

Title: Selling Microsoft: Sales Secrets from Inside the World's Most Successful Company
Publisher: Adams Media Corp (edition First Edition)
Publication Date: 1997
Language: English
ISBN 10: 155850821X
ISBN 13: 9781558508217
Binding: Hardcover
Edition: First Edition.
Condition: Good
Dust Jacket Condition: Dust Jacket Included

About this title

Synopsis

Describes the sales tactics and strategies that helped put Microsoft on top of the personal computer software market

Reviews

Dayton, previously a sales and contract support manager for Microsoft, now heads Client-Centered Training, Inc., whose methods he espouses in his book. The method consists of several steps: identify prospective customers; qualify the possibility of purchase according to need, budget, buying authority, and time; verify that the customers understand why the purchase is appropriate and that the salesperson has addressed all their concerns; then ask the customers for their business. The author reveals little about Microsoft here, other than the "smoke and Windows" technique, a maneuver demonstrating a prototype that was not really functional. Dayton uses his methods for selling technical, high-dollar systems, but a salesperson could apply his methods in part or in modified form to other sales circumstances. Comprehensive, detailed, and motivational, this is recommended for any library with a business collection covering sales.?Peggy D. Odom, Texas Lib. Assn., Waco
Copyright 1997 Reed Business Information, Inc.

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