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Selling Tactics
Who are You Selling To?
By Timothy F. Bednarz, PhD, American Management Development Group

More sales decisions are being made by committee, This is a consequence of years of downsizing and the impact of numerous management fads and trends that have run through the larger corporations in recent years.

Sales people are encountering buying teams more frequently. These teams make the purchasing decisions regarding almost every major sale a company makes. Team members are usually put together from various departments, who will be affected by the purchase. To facilitate a good decision, formal roles or tasks are either assigned or understood by each member of the team.

Implications to the Sales Person

For whatever the reasons, advanced Selling Tactics involves the ability to draw deeper and deeper distinctions during the sales process. Quite often, the sales person is confused about who is really making the buying decision. It
Copyright ©2000 by Timothy F. Bednarz,PhD All Rights Reserved

Timothy F. Bednarz, PhD is the Principal Partner of the American Management Development Group. He can be reached at 800.654-4935 or Find out more at

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