Sales Strategies

With a foreword by John Botten, Commercial Director of IBM United Kingdom Ltd. Based on over 30 years' experience of corporate sales within blue-chip companies, this book looks at the strategy of corporate sales. It 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 is all about effective communication, planning, technique and research and the development and sustaining of long-term business and personal relationships. The book demonstrates real-life successes and serves to encourage the energy and commitment required from this demanding profession.

Chris Newby spent twenty-five years with IBM before starting his own consultancy, Newbytes, in 1993.