If you’ve been involved in sales long enough, you may remember a time when selling was considered by most of its practitioners to be more of an art than a science. True salespeople, it was thought, were born, not made. You either “had it,” or you didn’t. Curiously, despite this widespread belief in a genetic predisposition toward sales success, it was still believed that, because selling was ultimately a matter of people skills, anyone could become a successful salesperson by learning those skills. Training methods emphasizing them were accordingly devised to achieve that end. But all that changed in the early 1980s. Following the publication of a now-classic Harvard Business Review article by Thomas V. Bonoma titled “Major Sales: Who Really Does the Buying” (1 May 1982) and the book Strategic Selling by Stephen Heiman and Bob Miller, many consultants, salespeople, and individuals in sales management began looking at sellingparticularly business-to-business selling in a different way. [download]
Format : Ebook.Pdf
Tidak ada komentar:
Posting Komentar