This sales journal is an unintended consequence – a result of something started over a decade ago.
The original purpose was simple to write articles on specific aspects of the selling process for the sales force at this company I was working with as an executive consultant. Frankly, I eventually tired of verbally explaining the same concepts over and over again. Out of self-defense, and more efficient use of my times, I decided to put these ideas in writing for each salesman to have for ready use.
The articles were well received and the effectiveness and efficiency of the salesmen and women improved dramatically in a short period of time. In fact, one of the articles “Post-Close Closings” was picked up and published in Entrepreneur magazine online and others were (and still are) published in various E-zines.
In short, the writings caught the attention and sparked the imagination of a much wider audience than initially intended.
So this is how this manual was born. In that light, I decided to lay it out in the same manner as was intended in the beginning. It was and is a series of articles, which focus on specific aspects of the selling process, intended for use in the real world of professional sales.
All the articles are user-friendly, non-academic, sales oriented writings meant for application. Today!
The intended audience is working men and women involved in sales as a profession, or those who would like to be. It’s a tough job and they need and deserve all the help they can get.
This is a book that you do not need to read through from beginning to end. You can pick out any article at random and you’ll gain something that you can use today in your selling activities to make you a better salesperson.
The information is for you.
Read it. Use it expertly and you will benefit . . . I guarantee it.
daniel w. jacobs
© 4.1.2009, all rights reserved
