A Systematic Approach


This book's systematic approach embodies Peter Drucker's comments from his book Innovation and Entrepreneurship when he states that, "Every practice rests on a theory, even if the practitioners themselves are unaware of it." [1] Typically, salespeople concentrate mainly on how they conduct sales calls—not on what comes before or after the calls occur. Yet, for the most part, the probabilities for success are set before salespeople even contact customers. To determine those probabilities, you need to take a systematic approach to the theory that governs your sales opportunities from five perspectives before, during, and after sales calls.

[1]Peter Drucker, Innovation and Entrepreneurship (New York: Harper & Row Publishers, 1985), p. 26.




The Science of Sales Success(c) A Proven System for High Profit, Repeatable Results
The Science of Sales Success: A Proven System for High-Profit, Repeatable Results
ISBN: 0814415997
EAN: 2147483647
Year: 2006
Pages: 170
Authors: Josh Costell

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