From the New York Times bestselling author of Ahead of the Curve, a revelatory look at the importance and cultural role of sales—an essential human attribute that underpins business, religion, romance, and more—and the traits that distinguish the best sales people.
Sales is the single largest function in business. Across the globe, in economies big and small, selling is the very engine of commerce and industry. In America, millions work in sales—more than in manufacturing, marketing, or even finance. Yet, when Philip Delves Broughton was studying at Harvard Business School, he couldn’t find a single course on sales. Indeed, very few schools teach this subject. The best-educated people of the business world are clueless about one of its most vital functions, and this ignorance has enormous consequences for the economy, and for all of us.
Delves Broughton draws on extensive research, intrepid reporting, and personal experience to show the essence of sales as it manifests itself from Moroccan souks to Tokyo side streets to Wall Street trading floors, and ultimately to the countless acts of selling we all engage in every day. Along the way, he uncovers fresh answers to perennial questions about the art and science of sales: why do Americans have such extreme views on the subject (from Dale Carnegie to “Death of a Salesman”)? Can a great salesman be made, or he is born? Does a salesman have to believe in his product? Is selling ever ethical? Does it have to be? What exactly makes a great salesman, and can it be quantified?
This isn’t another work about shortcuts, tips, or tricks, though it does offer a wealth of useful information on how the best salespeople make their craft an art. It’s a uniquely evidence-based investigation of the workings of a fascinating and undervalued endeavor.
Outstanding! I was sold
Being a 15+ year veteran of business sales/sales management in corporate America I have read my share of books on sales. I have taken numerous sales training classes. I have my own sales process and implement it daily with my team. I have studied the Gitomer's and types represented in this book but was still amazed at how informative this book is. It is written from a place that I haven't been able to view sales from before. I understand sales, the importance of fundamentals and what it takes to be successful but this book provided even more clarity in the areas that needed it. I debated on getting the audio book over the e book. I was taking a road trip so I went with the audio. It was so entertaining, I expect to start listening to it again. This time to study, this book really defines the importance of sales and the skills necessary to be successful in sales. Well done, Brilliant!