A Structured Approach to Selling
http://ewh.ieee.org/soc/pcs/newsletter/archive/mar2008/pcsnews_mar2008_proposals.php

Unwalla, Mike
IEEE PCS
2008

Abstract:

High-value goods and services are not impulse purchases. Both the purchaser and vendor may need to invest significant time in the purchasing process. When I first started working for myself, I wasted much time. Now I make the process as efficient as possible, both for myself, and for enquirers.