One size of sales does not fit all

Much has been written about the role of salespeople. However, many of these “authorities” are professionals in disciplines that have (at best) only an indirect relationship – and that mainly theoretical – to the real practice of salespeople. The ‘naysayers’ claim that advances in technology will displace the need for a lot of what professional salespeople actually do. If anything, this merely reinforces our opinion that the theorists don’t actually understand what sales and selling is all about. The reality is that selling is not one simple category of activity. In practical terms there are many different types and levels of selling, as illustrated here… There are … read more by subscribing.