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See if you can find this sales reference book...
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Posted by CrNiFe [Email] (#408) [Profile/Gallery] (more from CrNiFe) on Thu, 8 Dec 2005 07:27:38 Share Post by Email
In Reply to: How Much Do Car Salesmen Make?, Andrew In DE, Wed, 7 Dec 2005 22:46:05
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at the library. I don`t think it is in print anymore to buy, but I could be wrong.

I am a metallurgical engineer, and took a job that was combination help desk and outside salesman. The first part was a natural, but the second - well I had no direct sales experience at all, and I didn`t know where to start. I floundered at first, because I thought it was going to be hard. It turned out that if you can put it in a framework, you can help yourself get organized, and then you can sell anything from stainless steel to telephone network devices.

The book lays out the way good sales people work, and sets out the strategy that you need to sell big ticket items, which have few purchasers spaced a long time apart, which means that commissions take months to be generated. Herb is right - follow your interests.

"Strategic Selling", Robert B. Miller, Stephen E. Heiman with Tad Tuleja, copyright 1987 Miller-Heiman Inc. Call number HF5438.25.M567 ISBN 0-9619073-0-4

Good luck,
CrNiFe
Toronto
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