Foundation: The Sales Process

In Detail, from Beginning to End
  • Jonathan London
  • Martin Lucas


As mentioned in the previous chapter, the sales process is like a sports team’s playbook. It is a description of how things will be done, or the best plays to run to win the game or, in sales, to win more business. It is coveted and closely held by the sales team because of its importance.


Negotiation Strategy Subject Matter Expert Sweet Spot Legitimate Reason Voice Message 
These keywords were added by machine and not by the authors. This process is experimental and the keywords may be updated as the learning algorithm improves.


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Copyright information

© Jonathan London and Martin Lucas 2012

Authors and Affiliations

  • Jonathan London
  • Martin Lucas

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