Strategies that Win Sales--Best Practices of the World s Leading Organizations

Mark Marone & Seleste Lunsford

This publication is designed to provide accurate and authoritative information in regard to the subject matter covered. It is sold with the understanding that the publisher is not engaged in rendering legal, accounting, or other professional service. If legal advice or other expert assistance is required, the services of a competent professional should be sought.

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Cynthia A. Zigmund

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Michael Cunningham

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Trey Thoelcke

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Lucy Jenkins

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Jody Billert, Billert Communications

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the dotted i

© 2005 by Mark Marone and Seleste Lunsford

Published by Dearborn Trade Publishing

A Kaplan Professional Company

All rights reserved. The text of this publication, or any part thereof, may not be reproduced in any manner whatsoever without written permission from the publisher.

Printed in the United States of America

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Library of Congress Cataloging-in-Publication Data

Marone, Mark D.

Strategies that win sales : best practices of the world’s leading organizations / Mark Marone and Seleste Lunsford.
p. cm.

Includes bibliographical references and index. ISBN 0-7931-8860-1
1. Sales management. 2. Selling. 3. Customer relations.
4. Communication in marketing. I. Lunsford, Seleste E. II. Title. HF5438.4.M37 2005
658.8 02—dc22

2004019868

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