Chapter 1

Defining the Sales Profession

Give us clear vision that we may know where to stand and what to stand for—because unless we stand for something we shall fall for anything.

—Peter Marshall

In this chapter:
  • Review five major trends shaping the sales profession.
  • Discover the implications of those trends for the buyer-seller relationship.
  • Learn how professional selling has evolved into a system that creates unique competency requirements for its participants.
  • Learn how a competency-based approach can drive sales performance in your organization

The ultimate goal of any reader of this book is to improve sales team performance in ...

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