Selling to State and Local Government: Understanding the Government Buyer - Softcover

Harris, Charles

Softcover

ISBN 10: 1418460729 ISBN 13: 9781418460723

Publisher: AuthorHouse, 2004

Synopsis

According to the U.S. Census Bureau, in 1996 the total direct expenditure for state and local governments in the United States was $1,247,435,978,000 (over $1.2 Trillion)! How much of that did your company receive?Written from the viewpoint of someone who has spent many years "on the other side of the table", Charlie takes you inside the government purchasing process. But more importantly, he takes you inside the minds of the government buyers. His insights into the motivation and perspective of the government officials you will deal with in a public sector sale are invaluable. Selling to State and Local Government is must read for sales professionals interested in entering the rewarding world of selling to state and local government.

About this title

About the Author

After high school, Charlie worked in various sales positions in his native Southern California. Following a stint in the military he relocated to the Midwest and began selling office equipment while completing his BA degree in Accounting. Charlie then worked in a variety of information technology, accounting, and auditing positions in the public sector. After completing a Masters in Business Administration several years later, he moved to the private sector selling computer software to state and local government. Charlie still works in the software industry and lives with his family in New Jersey. He can be contacted via email at tbonecharlie58@netscape.net

Edition details

• Publisher: AuthorHouse
• Publication date: 2004
• Language: English
• ISBN 10: 1418460729
• ISBN 13: 9781418460723
• Binding: Paperback
• Number of pages: 144