CHAPTER 3
Yesterday’s versus Today’s Sales Environment
Selling back in the seventies to the nineties was simple. You were taught the basics of the product and took it out to customers you thought would buy. The method was uncontrolled and amateurish. Today’s selling model requires a great deal of comprehensive application along with sound product training to meet even the basic needs of today’s discerning consumer.
Generally, when a company replaces a sales employee during the recruitment process, so much time has elapsed that relevant data, sales, customer notes, and any version of what had transpired between the organization and the customer have long been lost.
During my first training stint, I filled a national sales manager position for ...
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