Lead Author(s): Scott Campbell
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The text covers the fundamentals of professional selling in a business environment. The multi-step selling process is discussed as well as the philosophy and mentality of being a modern salesperson. The text covers how the potential customer and ultimate buyer is the most important aspect of selling.
At first thought writing a book on selling is a little like writing a book on smiling, talking, or laughing. Sales comes so natural to some so how can you study it? Some may say "salespeople are born, not made". Or "you can only be a great salesperson if you are extroverted." These are myths I believe. However, it can be challenging to capture the thousands of actions that a salesperson performs on a daily basis as a true professional. But like most things personal and professional selling can be studied, learned, evaluated, analyzed, and of course applied.