My fascination for sales training began in 1975 when I was asked, along with my other duties as a regional engineer for Airco Welding Products, to train our distributor sales reps.
To jump start this initiative I attended an IBM program entitled “Practice of Professional Selling (POPS),” where I learned the latest nuances in sales techniques. Working with that information, I scheduled weekly, two-day training for 20 distributors over the course of a year.
Sales methods have since changed and their evolution has been greatly accelerated by the advent of digital technology. Let’s explore the history and current application of sales roles so we can better understand what’s happening in sales now.
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