A SALESMAN'S LESSONS What I Studied Is what I Failed to see

What is the ground reality for a Salesman? Do the various laws theories hypotheses anecdotes and sayings of science mathematics literature engineering management history ? in fact everything that we painstakingly read and absorb in order to gain our college degrees before we start working equip us for field situations when we actually go into the all?too?real?world of Sales? Can we really use the academic learning we struggled with and paid so much for to sell better? Are there certain factors (which do not appear in the pages of any college or business school text) that are crucial to success in Sales? In an engaging narrative based on his own 15 years in the field the Author explores the answers to just these questions. The book is light reading and fun but the lessons it contains are both down?to?earth and serious. This is not a self?help book to make you a Sales champion but if you do pick up a few tips along the way then that is a double whammy!