Introduction: Essential Sales Know-How

Abstract

There are some good books about sales. However, they mainly take a micro perspective: How to win more customers? How to gain market shares? How to…? Only focusing on skills is not enough. It is equally important to take a macro perspective as there is also a demanding organizational framework to create. This book therefore combines both perspectives to make sales the current driver of the entire company. It is not only written for salespeople, but also for all sales leaders, managers, owners, C-Suite-colleagues, decision makers and any other who are involved in boosting their business. Our aim is to show you the big scope of this profession—without going into all bits and bytes. As sales is supposed to be gripping and passionate, this all happens in a very pragmatic way and with our understanding of humor. Ok then. Let’s start the interesting journey.