Transcription of Mastering - Prime Resource Group
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Mastering - Prime Resource Group
E1 FFIRS 02/04/2010 Page 7 MasteringtheComplex SaleHOW TO COMPETEAND WINWHEN THE STAKESARE HIGH!Second EditionJEFF THULLJohn Wiley & Sons, 02/04/2010 Page 11 ForewordWAYNEHUTCHINSONVice President, Category and Supplier Management,Shell International, The Hague, The NetherlandsWhen we began planning our annual sales meeting atShell Global Solutions in 2004, we decided to recog-nize our top salespeople with a special rainmaker s wanted to give this award to at least ten salespeopleand decided that to win the award, each of them shouldhave written at least $10 million in business in the previousyear. The only problem was we didn t have ten salespeoplewhoqualifiedandwehadtodropthe barto$ years later, when we started planning our 2009 salesmeeting, we had 22 salespeople who had each written over$25 million worth of business the year before.
The new edition of Mastering the Complex Sale delivers a number of refinements that sales professionals at all lev-els, with all sizes of sales, will want to read, digest, and re-read.Iwouldalsodirecttheattention of sales executives and other business leaders to the chapters of …
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