AGEC 410 Book Report - Pro Sales Book Report A True Set of...

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Pro Sales Book Report A True Set of Fundamentals I chose to read the book Fundamentals of Selling written by Wingate and Nolan. This book covered nearly every aspect of the entire sales process. Numerous techniques and approaches were covered for every step of the way. It seemed that this book was written to be more of a salesman’s base to develop skills upon. A major factor that would make these sales approaches better is an update. This book was written in 1969 and it seems like that time period seemed to be the very start of the modern selling era. Much of these approaches were during the time when people were just finding such a need for new sales techniques. The consumers now had choices and pick between many different products. They could also make buying decisions based simply off the relationship they have with their salesman. This book got fairly in depth in this concept and explained how this is the new era of selling. These techniques seem to be the very basics like the foreground to developing success in a sales position. Some of these techniques also seemed like they wouldn’t get you as far in the heavily relationship based selling we are currently in. The only risk of going more in depth on these topics would be that the book would be very long. It is titled Fundamentals of Selling , and the book sure gives the fundamentals of every part of the sale. So focusing on one area would not really leave room for laying out all the fundamentals.
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  • Spring '13
  • JimWhite
  • Sales

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