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The Sales Book by Graham Yemm

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What is selling and what type is right for the organisation?

Objectives

  • To help you understand what is selling and a key phrase to remember throughout your sales career
  • To explain the different types of sales approach
  • To enable you to recognise which is the most effective approach for your market

Understanding

When building a house, or any structure, a key for creating a stable product is to make sure the foundations are suitable. With successful selling the same principles apply. Too many people either enter sales or are involved in it without having a real understanding of the fundamentals.

I had been involved with sales in various roles for about 10 years without really considering them. It was only when a participant on a training course ...

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