Title: Excellent for "large" sales
Product review: Generally, I enjoyed reading this book. It is easy to read and also is convincing as it, time and again, refers back to field research done by the author. To underline this, many observations of actual sales-calls are "quoted".If you are new to sales, you might find that the continuous assumption that "you have been, of course, for a long time been familiar with the following concepts..." gets a bit irritating after a while. A side-effect is, that the author quite often feels the need to defend himself against established sales-culture. Also, the fact that the book brings useful news for those selling "large" items only does not exactly jump from the publisher's notes.However, if you are in large sales and wondering why the old-establised methods aren't working for you, then this book could be worth its weight in gold for you and then some.
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