The New Professional Salesman: Meeting Challenges in the 21st Century

Foreword Rolph AndersonPrefaceSelling of Ideas A Series of Challenges A Theory and Structure in Selling Planning for the Sale Self-Management in Selling Focussing on the Customer Making the Sales Presentation Objections-When the Customer Says 'No' The Close and Thereafter Compulsions and Reflections Selling in the 21st Century Index

<p style="text-align: justify;">Walter Vieira is the President of Marketing Advisory Services Group, which he founded in 1975. Prior to that, he spent 14 years working with various corporations-Glaxo, Warner Lambert and the Boots Company. A Certified Management Consultant and a Fellow of the Institute of Management Consultants of India, he provides training services and consultancy in business and marketing strategies to several organisations in India and abroad.</p> <p style="text-align: justify;">Walter Vieira has taught at leading management institutes in India, and has lectured at the J.L. Kellogg School of Management, Northwestern University, Drexel Business School, Philadelphia and Cornell Business School, all in the USA; Boston Management School, Zaragosa, Spain and many others. He was invited to address the World Congress of Management Consultants in Rome (1993), Yokohama (1996) and Berlin (1999), and has been active in social marketing for organisations such as Cancer Aid, World Wildlife Fund and Consumer Education and Research Council. Walter Vieira has served as the President of the Institute of Management Consultants of India (1987-1992), was the Founder Chairman of the Asia-Pacific Conference of Management Consultants (1989-1990) and Chairman of the International Council of Management Consulting Institutes, USA (World apex body) (1997-1999).</p> <p style="text-align: justify;">He has published more than 9000 articles in the business and general press and is on the Advisory Board of the <em>Journal of Management Consultants</em>, USA. Walter Vieira has also authored 11 books of which 3 were written jointly with C. Northcote Parkinson and M.K. Rustomji. His most recent books include <em>The New Sales Manager and Successful Selling</em>.</p> <p style="text-align: justify;">Walter was given the Lifetime Achievement Award for Consulting in India in 2005; and the Lifetime Achievement Award