Selling Machine: How to Focus Every Member of Your Company on the Vital Business of Selling
Selling Machine,by sales consultants Diane Sanchez and Stephen E. Heiman, advances a perfectly logical but all-too-rarely followed business concept: because sales revenue is the driving force behind practically every company, all employees should share responsibility for maximizing it. After working with major firms such as Coca-Cola, DuPont, Hallmark, and Chase Manhattan, the authors concluded that top companies actively encourage everyone--from top to bottom--to help the sales force do its job. The related principles that these firms adhere to are outlined and explained here, and then applied to the types of problems that salespeople face daily.