By Will Sturgeon
Published: Wednesday 14 April 2004
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Name
Michael Alexander
Location
Annapolis, MD - USA
Occupation
Company owner
Comment
All the reader comments are true, and here's another. The sales representative is trained to present a technical feature-benefit approach to a problem. Unfortunately, he cannot translate that information into problem-solving language; he/she wasn't trained for it. I'd say to the sales rep, "here's another acronym for you: What is my ROI, if I purchase your product?" If the rep can answer that in plain language, and proves it, then he has earned the sale.
that is alarming, if someone does not know what th...
Angus Doyle
It's not a con trick, it's incompetance.
In my ...
Anonymous
I think it's just a case of the old Joke....
Wh...
Colin Campbell
All the reader comments are true, and here's anoth...
Michael Alexander
Having been an IT sales professional for over 15 y...
Roy Hinds
Having been involved in consultative IT sales for ...
Simon Berglund
As a client of Via Networks, I suggest Mr Callagha...
Anonymous
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