TEN GREATEST SALESPERSONS by Robert L. Shook

TEN GREATEST SALESPERSONS

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KIRKUS REVIEW

As superseller inspirational literature goes, not ineffective. Ten prolific peddlers tell their tales with relish--approximately half are still high-commission person-to-person sellers on a daily basis; the other half have moved into management level at such high-power corporations as Xerox, IBM, and U.S. Steel. All were chosen on the basis of tenure at the pinnacle of a career that began (and in many cases continued) with sales. By far the more interesting achievers are the day-to-day recordbreakers--the world's most successful automobile salesman, who stocks a bar on the showroom floor; the world's most dedicated Avon Lady, who kept on ringing doorbells despite a fall that broke three ribs. Shook is careful to point out similarities in their attitudes--sincerity and love for selling, belief in and knowledge of the product, emphasis on service, and a ""special relationship with the customer"" that more than one labeled a ""partnership."" Their words are often more dynamic than the awestruck commentary that connects them (""And Shelby's people, observing the pride he takes in his company and what it stands for, are themselves imbued with the same pride""). But for those seeking immersion in the successful sales perspective, the cross-section of techniques from different industries may be revealing.

Pub Date: Oct. 25th, 1978
Publisher: Harper & Row