ABSTRACT
For the past 14 years Stan Silverthorne has been a salesperson in the semiconductor industry. Stan is a work-hard, play-hard, type of guy – basically a big kid who has never grown up. He works with his clients in the morning and water-skis in the afternoon, and finds this combination to be a perfect balance. With such long tenure in a tumultuous industry, Stan can call himself a seasoned professional. He owes his success, he says, to his view of the communication process: “The more communication you have, the better that communication is, and if that communication is very honest, the better your chances will be [in making the sale].” He has a gift for negotiating his way through the diversity of communication channels
he finds that the biggest hurdle he faces is managing all that information. In this case, we will explore what causes information overload and how Stan deals with it.
