Part I : The Sales Section -- Cold Calling – Situations -- Following Up – Situations -- Getting the Meeting … how to move beyond ambiguous terminology and close the deal. Sorted into sales, marketing and management sections, Sales … spelled out in a simple to find, and easy to follow format which makes this book appealing to everyone with a sales job …

Importance of Strategic Sales Structuring -- The Market: Building a detailed understanding of the market and … competition -- The Customer: Developing a detailed understanding of buyers and customers -- The Channel: Determining sales … channels and structuring options -- The Organization: Integrating and coordinating sales channels -- The Employees: Determining …