Chapter 18. Evolution in Sales Management
It is the nature of man as he grows older to protest against change, particularly change for the better. | ||
| --JOHN STEINBECK | ||
Evolutionists describe how we adapt to our changing environment as survival of the fittest. If a caveman heard rustling behind a bush, he would draw upon the extent of his powers of prediction to assess his situation and act. He had little room for error, because if his intuition was incorrect, he would be lunch. Likewise, today’s sales executive’s success depends upon his or her intuitive powers to predict what is rustling behind the figurative bush in order to earn lunch or be lunch.
Caveman and salesman demonstrate other survival parallels. Neither can dodge the requirement to make ...
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