Selling to State and Local Government

Book excerpt: 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.