A P P E N D I X  A

Introduction to the World of Selling



What would you guess keeps most CEOs of for-profit organizations up at night? Growing a company's revenue and profits, of course! The driving force behind accomplishing this mission-critical goal involves selling—that is, structuring, negotiating, and closing smart business deals that create a win-win situation for both the customer and the selling organization.

Think about it: Nothing happens in most companies unless a sale is made. Whether you are currently in sales or trying to land your first job in the profession, selling professionals have a mission-critical role to "drive revenue," which in turn enables growth for a company.

Accountability and Responsibility in Selling

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