Sales is a Science: How the Top 2 % Succeed

What does it take to become a top performer in todays competitive sales field? In Sales as a Science author Allan Lobeck focuses on helping salespeople understand the sales process from both the customer and sales perspective. Based on twenty-five years of experience in worldwide sales Lobeck communicates that selling commercially is a science not an art; it is a long-term activity that requires both a plan and a pre-defined process. He presents a logical documented process-based approach for activities and sub-activities in a sales cycle. He also provides flow diagrams for each phase of the sales cycle giving professional sales staff the best potential roadmap for success. Sales as a Science defines the many steps and roles in the sales process from planning to account research customer contacts presentation and follow-up negotiation and customer evaluation. It outlines the commitment necessary to begin transforming your sales techniques in order to transition to financial independence and become a consistent top performer.