Sell­ing - a so­cial dis­course

Enterprise - - Book mate -

Ti­tle: The Art of the Sale: Learn­ing from the Mas­ters about the Busi­ness of Life Au­thor: Philip Delves Broughton Pub­lisher: Pen­guin Group (USA) Inc. (April 2012) Price: $12.95 No. of pages: 304

Broughton has con­ducted a rev­e­la­tory ex­am­i­na­tion of the elu­sive set of tal­ents that bring about suc­cess­ful sell­ing and the es­sen­tial role of sales in busi­ness, re­li­gion, ro­mance, art, and ev­ery other corner of hu­man ex­pe­ri­ence. He has tried to es­tab­lish sales as the very en­gine of com­merce and in­dus­try, with prac­ti­cally more work­ers in this field than in man­u­fac­tur­ing, mar­ket­ing or fi­nance. Broughton has doc­u­mented his in­ves­ti­ga­tions and travel ac­counts to as­sess sales as so­cial dis­course. He found a Moroc­can sales­man us­ing age- old prin­ci­ples to ‘ read’ his cus­tomers, an­other one in Tampa be­lieved in cre­at­ing good nar­ra­tive for ef­fec­tive sales, while in an Ap­ple store sell­ing is sim­i­lar to or­ga­nized re­li­gion, show­ing how the best in both realms in­spires faith and a sense of duty in their cus­tomers.

Newspapers in English

Newspapers from Pakistan

© PressReader. All rights reserved.