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The Resource Selling Microsoft : sales secrets from inside the world's most successful company, by Doug Dayton

Selling Microsoft : sales secrets from inside the world's most successful company, by Doug Dayton

Label
Selling Microsoft : sales secrets from inside the world's most successful company
Title
Selling Microsoft
Title remainder
sales secrets from inside the world's most successful company
Statement of responsibility
by Doug Dayton
Creator
Subject
Genre
Language
eng
Summary
BUS 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-
Cataloging source
DLC
Dewey number
658.8
Index
index present
LC call number
HF5438.25
LC item number
.D397 1997
Literary form
non fiction
Label
Selling Microsoft : sales secrets from inside the world's most successful company, by Doug Dayton
Instantiates
Publication
Control code
zmeld2 b1858433
Edition
1st ed.
Extent
x, 307 p.
Isbn
9781558508217
Isbn Type
(hardcover)
Lccn
97024591
System control number
(Sirsi) a457276
Label
Selling Microsoft : sales secrets from inside the world's most successful company, by Doug Dayton
Publication
Control code
zmeld2 b1858433
Edition
1st ed.
Extent
x, 307 p.
Isbn
9781558508217
Isbn Type
(hardcover)
Lccn
97024591
System control number
(Sirsi) a457276

Library Locations

    • Grand Valley State University LibraryBorrow it
      1 Campus Drive, Allendale, MI, 49401, US
      42.962962 -85.88973

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