The team selling solution

the long version

"In this guide, Waterhouse shares the techniques he developed to create world-class sales teams for such leading organizations as AT & T, IBM, Xerox, Wyeth-Ayerst, Coca-Cola, and many others. Drawing upon this experience, he demonstrates the power of team selling to cut costs and increase sales, boost revenue per customer, and promote customer satisfaction." "What follows is a step-by-step tutorial on how to build, organize, lead, and contribute to a winning sales team. Illustrating his points with vignettes drawn from a wide variety of industries, Waterhouse shows team leaders and members how to conduct a well-planned, coordinated effort to satisfy the needs of a group of customer decision makers - in other words, how to win the complex sale." "Finally, Waterhouse shows you how to plan and conduct successful team sales meetings; establish and nurture a team culture; and orchestrate client presentations that demonstrate your team's professionalism, commitment, and ability to deliver on your promises."--Jacket.