Compete & WIN in Telecom Sales - A Step-by-Step Guide for Successful Selling [Paperback]

Philip Max Kay (Author), Philip Max Kay (Author)

Book Description

Publication Date: January 15, 2001 | ISBN-10: 1578200628 | ISBN-13: 978-1578200627 | Edition: 1

For anyone ready to launch a successful career in sales for telecom equipment, services and technologies, or for veterans ready to break through to a higher level, this book provides a practical eight-step program for successful selling. The rapidly chang

For anyone ready to develop a successful career in sales for telecom equipment, services and technologies, this book provides a practical eight-step program. The author explores how to foster sales success by building the attitude, skills and knowledge essential to creating strong, lasting partnerships with customers.

Editorial Reviews

About the Author

Philip Max Kay is the #1 sales trainer in the telecommunications industry, having trained over 5,000 telecommunications sales professionals. His clients range from many well-known telecom companies such as SBC Communications, Sprint, Ericsson, Nortel, Lucent, Toshiba and Panasonic, to small emerging telecom companies such as e.spire, KMC Telecom, Gillette Gobal Networking and Staples Communications. Mr. Kay has a B.A. in economics from Colby College, and an MBA in marketing from Boston University.

Product Details

• Paperback: 170 pages
• Publisher: CMP; 1 edition (January 15, 2001)
• Language: English
• ISBN-10: 1578200628
• ISBN-13: 978-1578200627
• Product Dimensions: 8.9 x 5.9 x 0.6 inches
• Shipping Weight: 11.5 ounces (View shipping rates and policies)
• Average Customer Review: 3.8 out of 5 stars  See all reviews (4 customer reviews)
• Amazon Best Sellers Rank: #1,092,737 in Books (See Top 100 in Books)

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Customer Reviews

Most Helpful Customer Reviews

5 of 5 people found the following review helpful:

5.0 out of 5 stars Required Book for Telecom Salespeople, July 2, 2002

By 

"kirk2333" (Coppell, TX United States) - See all my reviews

This review is from: Compete & WIN in Telecom Sales - A Step-by-Step Guide for Successful Selling (Paperback)

I was almost stunned to find a book focused specifically on Telcom Sales. Phillip understands the telcom industry because of his many years of hands on experience. This hands on experience is what makes his opinions so valuable. I would recommend this book for any person regardless of experience in the industry. This book would obviously be helpful for the rookie saleperson but I believe even the veterans would find or be reminded of useful information as well. He includes examples and scripts for each step of the sales cycle. You will not be disappointed in your purchase of this book. I also purchased his tape series which are great for all the windshield time we salespeople experience. His tapes can be purchased through his website which is listed in his book.

6 of 7 people found the following review helpful:

4.0 out of 5 stars SCraig, February 8, 2001

By A Customer

This review is from: Compete & WIN in Telecom Sales - A Step-by-Step Guide for Successful Selling (Paperback)

I have only been in the Telecom Industry for a short time and this book is a great tool for those new to Telecom sales and sales management. There are alot of tips and tricks to the sales game and plenty of examples of how to be successful in selling these incredible products in Telecom.

2 of 2 people found the following review helpful:

5.0 out of 5 stars Wish we'd had it sooner....., December 17, 2001

By A Customer

This review is from: Compete & WIN in Telecom Sales - A Step-by-Step Guide for Successful Selling (Paperback)

Excellent source for pro's and rookies in telcom sales arena!!
We will be refining our sales process based on Phil's outlines.
Wish we'd had it 3 years ago.