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Volume 1: The Basics

‘3B (Behaviour Based Business)’ was published in 2012 by IT-Business Publishing. The author of the book is Business Mentor and Business Development Consultant Miklós Palencsár. It was sent to 900 pre-selected senior managers and is not available in stores.

Volume 1 covers the basics of the 3B system. It contains concrete and usable information relating to business development based on more than 100 specific business development projects in both Hungary and abroad and on the analysis of more than 15,000 business stakeholders. We conducted a telephone survey of 500 people to gather the opinions of readers, who include managing directors, directors, company owners and civil servants.

They unanimously found the strategic theory both unique and amazing as well as incredibly practical. The main aim of the book is to pass know-how relating to development and people which can be put into practice straight away.

The book is currently being translated into English, German and Portuguese and will be available internationally from 1st November 2013.

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Strategy, management, methodology

The sales industry is said to have been distorted and changed drastically since the crisis. The convincingly communicating, creative salesperson building almost friendly relationships who used to be traditionally successful in Hungary have been replaced by the market with professionals who prioritize facts and logic over emotions, aspire to perfect professionalism and are often more rigid. In the meantime, the reigning generation, i.e. 20-32-year-olds have appeared in decision-making circles with their extraordinary dominance level and brand new, premium expectations. On top of all of that, domestic consumer society has become bipolar, where one end is represented by “the rich” who were not affected by the crisis or even came out of it stronger, while on the other end are “the poor” who either have experienced a significant drop in their solvency in the last few years or have been on the poverty line for decades.

How can we build a sales strategy under such circumstances? How can we set up a sales team? How should we manage sales? How have technical sales methods changed? And how does the situation look through the eyes of decision-makers and market players, considering that most of them have undergone a modification of their livelihood, “encyclopedic” modification or “dire childhood” modification?

This book does not aspire to offer a solution to every sales problem; moreover, I cannot even state with certainty that reading will result in finding any specific solutions. This is up to the reader. They are the ones who decide how they use the information in SALES. All I can do and what I have done is share thought-provoking data, experiences and analyses, and place the forming of opinions on the sales industry in a different dimension.

Palencsár Miklós, business mentor

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