Mark McCormack, founder of the sports-marketing industry, takes the reader step by step through the basic components of a sale. He describes how to identify a customer, reach the customer, and persuade the customer to buy. The book deals with the obstacles to selling - fear, ignorance and sloth - and argues that everyone was "born to sell". It shows how to assess where one is in the sales process, warns of the seven sins of salesmanship, and concludes with a chapter in "test" form so that readers can monitor their own progress. McCormack is the author of "What They Don't Teach You at Harvard Business School".
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Book Description Arrow Books, 1996. Paperback. Book Condition: New. Bookseller Inventory # P11009953651X