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Technology Stocks : Vantive Corporation -- Ignore unavailable to you. Want to Upgrade?

To: Geof Hollingsworth who wrote (2434)	8/26/1998 3:36:00 PM
From: Melissa McAuliffe	Read Replies (1) \| Respond to of 3033

Geof, I think there's just something wrong with this picture. I could understand it if he said it was a result of new salespeople getting up to speed. But it seems as if he is saying that no one there (or most) don't have any idea how to handle a complex sale. Needing multiple approvals and having different areas involved in the sale isn't something new in the industry. So that makes me wonder what kind of reps they are hiring or where they are getting them from. Plus, if they don't have reps that have experience handling large complex sales with high price tags, it's going to take even longer than they think. And even then some probably won't ever make the transition. I just have a hard time buying this. I mean how difficut is it to sit down with your prospect and ask them to walk you through their entire approval/negotiation process. Worst case you give every rep a closing checklist with every possible event that has to happen and tell them not to come back until they get the answers. I seriously question how they can forecast anything without this anyway. And what about the managers? They don't know how to do this either?? Like I said, I just don't buy it. If I'd never been there myself it would sound perfectly logical to me though. Unfortunately, if it's true, it just raises other concerns.