Selling Today: Partnering to Create Value, 14/e

Managerial Personnel

People working in managerial occupations represent a large group of knowledge workers. They are given such titles as “executive,” “manager,” or “administrator.” Leaders are constantly involved in capturing, processing, and communicating information. Some of the most valuable information is acquired from customers. This helps explain the rapid growth in what is being described as “executive selling.” Chief executive officers and other executives often accompany salespeople on sales calls to learn more about customer needs and, in some cases, to assist with presentations. Manny Fernandez of the Gartner Group, a technology-consulting firm based in Stamford, Connecticut, spent more than half his time traveling on sales calls. ...