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How to Hire and Develop Your Next Top Performer: The Qualities That Make Salespeople Great, Second Edition by Herbert Greenberg, Patrick Sweeny

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A New Introduction

HOW SALES IS CHANGING BEFORE OUR EYES

The accelerated speed of communication and our ability to access information with just a few keystrokes is changing everything—including the way we buy and sell. In the meantime, our economy has become borderless as the reach of global companies has altered the competitive landscape. As consumers, we have access to more information, faster—and feel, as a result, that we can make many of our buying decisions without ever talking with a salesperson.

And when we do need to deal with a salesperson, statistics from Eric Berridge, cofounder of Bluewolf, reveal that 70 percent of a customer’s buying decision is made before the customer even starts a conversation with a salesperson.

Not surprisingly, ...

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