Sales strategy and planning
Getting The Edge In Professional Selling — Terence A. Hockenhull
NEARLY EVERY SALESPERSON I know wants to exceed quota and increase his or her personal income. Fortunate are those salespeople who work on a basic salary with a generous commission. Their daily sales activities in the field gives them the opportunity of achieving both of these two goals. Last week, I wrote an article about the difficulties of finding good people, especially for sales positions. Experience is one thing; so, too, is adequate product knowledge. However, without the drive to achieve; a salesman may as well resign and start to look for alternative employment.