ABSTRACT
Sales management must be a combined initiative of art and science. The science is clear concise quantitative data that surrounds the sales process. The more difficult component is qualitative. This chapter looks at both areas and provides advice on how best to master both skill sets. It is very important for any person to “see the forest through the trees” and to “have a realistic idea on how others view their being”. JLN Engineering, located in the Midwest, sold high-end construction services for building stadiums, event and amusement parks, and outdoor theaters. Arc Enterprises located in a business suburb of Philadelphia manufactures specialized medical equipment for dental surgeons all over the world. The challenges are both huge and different from on-site sales and business development where the sales model is based on “inside sales”. Lily Designs engineers and creates beautiful landscapes and gardens for higher end homes in several northeast cities for these past 10 years.
