How Has Selling Changed Since The Nineties?

The Rich Jerk.
Stop Being a Pathetic Loser. This program really works.

Author: Jonathan Farrington

Article source: http://www.articlealley.com/. Used with author's permission.

How Has Selling Change Since The Nineties?
by Jonathan Farrington

The traditional customer call once seemed indispensable to the selling process; the time and expense involved were just a basic cost of doing business. In recent years, however, the business community has come to regard the sales call as an expenditure for which there are substitutes. For many companies telemarketing and direct mail have made the sales call a choice not an inevitability. This is not surprising when various studies suggest that getting one sales person in front of one customer now costs £500 - this cost has trebled since 1983. As a consequence professional salespeople have to be more effective than ever to justify the investment in a face to face effort.

To help companies meet this challenge we need to examine how outstanding achievers have adopted to the rigorous demands of current markets.

In essence we can draw seven primary conclusions and taken together these findings paint a picture of the current state of the sales environment.

Customer Focus Creates Competitive Advantage

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