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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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CHAPTER 30

The Global Salesperson: What Does It Take to Compete In the New Reality?

How has sales changed? Another way of asking this question is, How has the world changed?

Let us tell about Jian Xie to give you a sense of the scope and speed of how things are changing.

Jian told us, “I came back to China about 15 years ago. I never thought I would come back. I was born here in Shanghai. After graduating from college, I bought a one-way ticket to the United States. I had two suitcases, one small briefcase, and $60 in my pocket. That was it. And I was determined to succeed in the United States. So I went to graduate school at Marquette, and then I started working for a company in Milwaukee, A.O. Smith. And I worked in virtually every position ...

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