Selling engineering products and services is not like selling for other businesses. Engineering salespeople often sell to major accounts, the sales process is often long (sometimes years), involving multiple decision-makers (many of whom the salesperson doesn’t know) and some of the fiercest competitors. Even small customers can demand strategic thinking.
To help readers through the complexities involved this e-book looks at several areas of selling in engineering: Finding the right customers; Sales processes; Managing & planning engineering sales
Peter Gaunt is Relationship Manager for Greater Manchester’s Business Growth Hub, moving into business support, training and consultancy after a very successful career in engineering sales. Over the last 10 years, Peter has worked with over 5,000 individuals to improve their sales, revenues and profits. Peter is a Chartered Engineer (CEng) and Chartered Marketer and has personally generated £50m of sales (today’s figures) in 19 years heading sales departments in SMEs and multi-nationals.