Sales: The Process: How To Make The Sale! by James Mazzola
The best part of a career in Sales is that it is undefined. It is hard to describe your typical day as a salesperson because every day is different. One day you are on the Internet researching prospective clients and, along the way, learning a great deal about a company and, perhaps, a new industry. The next few days may be spent calling these prospective clients and then an entire week may be in face-to-face sales calls. On other days, you are writing up sales-call reports and preparing proposals for clients. Some sales positions allow you to work out of your home office, others require traveling, and still others will allow you to do both.
Sales is actually the process of problem solving for a potential buyer or enhancing his/her business. Salespeople develop the skills to discover needs and solve problems. Contrary to the viewpoint often held by people who don't understand selling, the most successful salespeople sell by asking questions, not delivering a "spiel" or "talking someone into something they don't need." The old cliché is that a good salesperson can sell sand in the desert. However, the successful salesperson doesn't follow this mentality, but will walk away from a potential order because her product/service doesn't help the potential buyer. Good salespeople sell what customers really need.