Learn to recognize and successfully deal with the most confusing and annoying salesperson behaviors. Survivors describe these actions and reactions, and outline how you can anticipate these behaviors, avoid them if possible, address them when they arise, and even use them. to gain the upper hand in your working relationship with the salesperson.

Most books and articles that discuss the relationship between marketing and sales suggest organizing the two departments in a more collaborative relationship. However, if you look beyond the platitudes of team building, these books place much of the responsibility for achieving this unity on the shoulders of the marketing team.

This book is different. It does not provide you, the marketer, with team-building techniques or strategies to improve collaboration between marketing and sales. It doesn’t explain what marketing can do to better support sales efforts. Instead, it’s a practical survival guide for individuals in the field of marketing who need to work with a sales team while remaining productive and sane.

If you work with a team of outside salespeople this is a great reference guide to help you identify things like what sales technique they are using on you and how you can respond to it. I’m keeping it on my desk!