This book is about B2B sales that is a very complex profession. Despite the fact that many people are working as sales representatives I do not know any high school or college where there is education targeted to get a diploma of sales sciences.
I was lucky to be an observer in more than 800 B2B sales situation mainly in Hungary at Hungarian and even at multinational companies, The experiences about these negotiations convinced me to analyze sales people’s activity and to summarize my observations through my personal approach developed during being a first line manager for more than 20 years.
My conclusion is: the cost of sales of the companies can be much more effective as it is if the salespeople would work with more knowingly. The difference in the results could reach even 30 %.
This book is about the details of it with the following main lines:
❖ what is the sales?
❖ what personal capabilities are necessary to be a more successful salesperson?
❖ how do the optimal sales operation look like?
❖ the importance of the personal responsibility and awareness in sales job.

DOROS György