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

All ...

Get 10 Steps to Successful Sales now with O’Reilly online learning.

O’Reilly members experience live online training, plus books, videos, and digital content from 200+ publishers.