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The Art of the Sale

Philip Delves Broughton

From the New York Times bestselling author of Ahead of the Curve, a revelatory look at the importance and cultural role of sales-an essential human attribute that underpins business, religion, romance, and more-and the traits that distinguish the best sales people. Sales is the single largest function in business. Across the globe, in economies big and small, selling is the very engine of commerce and industry. In America, millions work in sales-more than in manufacturing, marketing, or even finance. Yet, when Philip Delves Broughton was studying at Harvard Business School, he couldn't find a single course on sales. Indeed, very few schools teach this subject. The best-educated people of the business world are clueless about one of its most vital functions, and this ignorance has enormous consequences for the economy, and for all of us. Delves Broughton draws on extensive research, intrepid reporting, and personal experience to show the essence of sales as it manifests itself from Moroccan souks to Tokyo side streets to Wall Street trading floors, and ultimately to the countless acts of selling we all engage in every day. Along the way, he uncovers fresh answers to perennial questions about the art and science of sales: why do Americans have such extreme views on the subject (from Dale Carnegie to "Death of a Salesman")? Can a great salesman be made, or he is born? Does a salesman have to believe in his product? Is selling ever ethical? Does it have to be? What exactly makes a great salesman, and can it be quantified? This isn't another work about shortcuts, tips, or tricks, though it does offer a wealth of useful information on how the best salespeople make their craft an art. It's a uniquely evidence-based investigation of the workings of a fascinating and undervalued endeavor.

From the New York Times bestselling author of Ahead of the Curve, a revelatory look at the importance and cultural role of sales-an essential human attribute that underpins business, religion, romance, and more-and the traits that distinguish the best sales people. Sales is the single largest function in business. Across the globe, in economies big and small, selling is the very engine of commerce and industry. In America, millions work in sales-more than in manufacturing, marketing, or even finance. Yet, when Philip Delves Broughton was studying at Harvard Business School, he couldn't find a single course on sales. Indeed, very few schools teach this subject. The best-educated people of the business world are clueless about one of its most vital functions, and this ignorance has enormous consequences for the economy, and for all of us. Delves Broughton draws on extensive research, intrepid reporting, and personal experience to show the essence of sales as it manifests itself from Moroccan souks to Tokyo side streets to Wall Street trading floors, and ultimately to the countless acts of selling we all engage in every day. Along the way, he uncovers fresh answers to perennial questions about the art and science of sales: why do Americans have such extreme views on the subject (from Dale Carnegie to "Death of a Salesman")? Can a great salesman be made, or he is born? Does a salesman have to believe in his product? Is selling ever ethical? Does it have to be? What exactly makes a great salesman, and can it be quantified? This isn't another work about shortcuts, tips, or tricks, though it does offer a wealth of useful information on how the best salespeople make their craft an art. It's a uniquely evidence-based investigation of the workings of a fascinating and undervalued endeavor.
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From the New York Times bestselling author of Ahead of the Curve, a revelatory look at the importance and cultural role of sales-an essential human attribute that underpins business, religion, romance, and more-and the traits that distinguish the best sales people. Sales is the single largest function in business. Across the globe, in economies big and small, selling is the very engine of commerce and industry. In America, millions work in sales-more than in manufacturing, marketing, or even finance. Yet, when Philip Delves Broughton was studying at Harvard Business School, he couldn't find a single course on sales. Indeed, very few schools teach this subject. The best-educated people of the business world are clueless about one of its most vital functions, and this ignorance has enormous consequences for the economy, and for all of us. Delves Broughton draws on extensive research, intrepid reporting, and personal experience to show the essence of sales as it manifests itself from Moroccan souks to Tokyo side streets to Wall Street trading floors, and ultimately to the countless acts of selling we all engage in every day. Along the way, he uncovers fresh answers to perennial questions about the art and science of sales: why do Americans have such extreme views on the subject (from Dale Carnegie to "Death of a Salesman")? Can a great salesman be made, or he is born? Does a salesman have to believe in his product? Is selling ever ethical? Does it have to be? What exactly makes a great salesman, and can it be quantified? This isn't another work about shortcuts, tips, or tricks, though it does offer a wealth of useful information on how the best salespeople make their craft an art. It's a uniquely evidence-based investigation of the workings of a fascinating and undervalued endeavor.

Language:

English

Length:

8h 49m


Chapters

Free Sample

01:05

Chapter 1
Chapter 1

01:06


Chapter 2
Chapter 2

23:11


Chapter 3
Chapter 3

21:14


Chapter 4
Chapter 4

15:16


Chapter 5
Chapter 5

28:44


Chapter 6
Chapter 6

29:15


Chapter 7
Chapter 7

14:17


Chapter 8
Chapter 8

19:26


Chapter 9
Chapter 9

19:27


Chapter 10
Chapter 10

10:37


Chapter 11
Chapter 11

17:41


Chapter 12
Chapter 12

15:42


Chapter 13
Chapter 13

26:33


Chapter 14
Chapter 14

24:20


Chapter 15
Chapter 15

23:35


Chapter 16
Chapter 16

23:05


Chapter 17
Chapter 17

11:15


Chapter 18
Chapter 18

26:22


Chapter 19
Chapter 19

19:56


Chapter 20
Chapter 20

21:55


Chapter 21
Chapter 21

15:15


Chapter 22
Chapter 22

26:32


Chapter 23
Chapter 23

04:59


Chapter 24
Chapter 24

25:10


Chapter 25
Chapter 25

19:35


Chapter 26
Chapter 26

16:50


Chapter 27
Chapter 27

26:46


Chapter 28
Chapter 28

01:12