Chapter 21
Selling to Customers and Keeping Them Happy
In This Chapter
• The critical mission of the sales force
• How the sales process really works
• Customer service that shines
Salespeople play several crucial roles in a company. First, they are the primary source of revenue. Star salespeople are often called “rainmakers.” In traditional cultures, a rainmaker could conjure the clouds to produce rain to grow the crops and put food on the table. Salespeople put food on the table for a company. They bring in the money.
 
Second, salespeople are the link between the company and its customers. On one hand, prospects and customers know the company mainly through its salespeople. On the other hand, the company knows its customers mainly through its ...

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