Hit the Ground Running as a Professional Computer Networking Salesperson

About the Book

The undertaking of this book was a direct result of innovative thinking.  I have collected, organized, refined and distilled my ideas, experiences and related readings about what tools are needed for becoming a professional computer networking salesperson, I achieved the dual purpose of providing a work that will benefit the sales/marketing careers of others in this field while at the same time creating a definitive reference that will serve as a vehicle for re-awakening, re-enforcing and reviewing ideas, experiences and concepts that I might otherwise have forgotten or not fully developed.

During the early years of my selling career I supplemented my selling career by reading sales and marketing-related books and recorded those ideas and methods that would best shape the consummate professional salesperson.  I then decided to reduce this information into a more manageable format.  This task was greatly facilitated when I decided to buy and learn the popular personal computer.

Each chapter contains a major sales/marketing category.  Areas covered include: Job Searching, Territory Planning, Canvassing, Expertise Building, Correspondence, Finance, Selling Tips, Time Management, Required Attributes and Career.  

It is my intention that this work will serve to help avoid pitfalls and refresh forgotten ideas and techniques in the field of professional computer networking sales.  The business advice, common sense and business acumen contained in this book hopefully will provide insightful thought to the aspiring professional sales representative.

This work is a compilation of those attributes, sales/marketing fundamentals and techniques required for the present as well as future professional computer networking salesperson for the year 2001 and beyond.  It is a distillation of  20+ years of selling experience in the corporate and small business arena.  It provides a sales/marketing roadmap that takes the reader through the spectrum of professional selling.  Each individual chapter contains the ingredients that comprise those qualities that must be acquired, developed and cultivated by the successful professional sales/marketing salesperson for the year 2001 and beyond.

About the Author

Kevin Farrell holds a graduate degree from Seton Hall University and a bachelor’s degree from St. Michael’s College. He has sold for a diversity of large corporations and small businesses, covering small territories and large territories, small and large accounts. He is a results-oriented senior sales professional with over 20 years IT selling experience. His expertise encompasses preparing, organizing, presenting, and selling. Farrell attributes a great deal of his success to persistence. In addition to his sales career, Kevin jogs three times a week, has run eight New York marathons, has taught himself pc skills and is an accomplished guitar musician.