2. Getting to know your customer
What’s in this chapter for you
‘When I started my sales career at the age of twenty-one, I really was naive and inexperienced. I had had absolutely no structured training whatsoever. At the end of the first day I was ready to quit, my baptism truly being of fire. The circumstances in which I had to sell were of the primeval sort – ten salesmen lined up like hunters trying to sell a car to some innocent, unsuspecting soldier on the way to do some shopping in his local NAAFI shop in Germany.’
– David Prendle, advertising manager
You can still witness similar types ...