The Patternof Engagementin Sales Campaigns

The document discusses Lt. General Sir Francis Tuker's book "The Pattern of War" and how its concepts of different types of military engagements (linear, area, siege) can be applied to sales campaigns. It outlines the three types of engagements, how to identify the current engagement type, the roles of different sales "forces," and tactics to convert a linear engagement into a more advantageous area engagement, such as turning an open flank. The key takeaway is that understanding Tuker's patterns can help salespeople strategize how to gain the upper hand against competitors and close deals.