INTRODUCTION

 

 

The business world today, and more specifically the marketing and selling worlds, can be summed up in one word—change. As organizations fight to grow profits, maximize shareholder value, and align internal marketing and selling processes to customer needs, the role of today's sales professional is undergoing a major transformation. This transformation is happening because sales professionals must cope with changing expectations, constantly evolving products and services, and an increased responsibility to drive top-line revenue results. At the same time, new and experienced sales professionals alike are facing tough challenges when it comes to building their careers, advancing their professional standing, or rising above the ...

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