Cover image for The accidental salesperson : how to take control of your sales career and earn the respect and income you deserve
Title:
The accidental salesperson : how to take control of your sales career and earn the respect and income you deserve
Author:
Lytle, Chris.
Personal Author:
Publication Information:
New York : AMACOM, [2000]

©2000
Physical Description:
ix, 204 pages : illustrations ; 23 cm
Language:
English
ISBN:
9780814470831
Format :
Book

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HF5438.25 .L93 2000 Adult Non-Fiction Non-Fiction Area
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Summary

Summary

"Author Chris Lytle had modest career aspirations. He merely wanted to be the next Walter Cronkite. But instead of being offered a job in the newsroom, he was offered a job in the sales department. He took the sales job and became an ""accidental salesperson.""

Most people don't choose sales as a career. Sales chooses them--and they end up wondering how to make the most of a profession they were never prepared for.

They don't have to wonder anymore. In The Accidental Salesperson, Lytle gives readers a road map that anyone can use to excel in sales. Lively and entertaining, this somewhat unorthodox guide is packed with thought-provoking axioms, humorous and instructive anecdotes, specific strategies, and powerful tools--everything readers need to master essential lessons in sales and professionalism.

Readers will find there are some things The Accidental Salesperson lacks--dull theories, manipulative methods, and high-pressure tactics. But with the wealth of money-generating, career-building techniques it does provide, we don't think those items will be missed."


Author Notes

Chris Lytle (Madison, WI) is an acclaimed leader in sales training, the founder of the Lytle Organization, and a professional speaker and consultant.


Table of Contents

Introduction
1 The Choice
2 The Chart
3 The Challenge
4 Sales Department or Sales FORCE?
5 Lessons from The Tour: Developing a High-Margin Mindset
6 Why You Must Quit Making Sales Calls
7 Doing Everything Better: The Systematic Approach to Every Step in Your Process
8 What to Do if You Accidentally Get an Appointment
9 Do You Qualify?
10 Doing the Work Before You Get Paid for It and Other Secrets of Success
11 Closing Is a Funny Word for It
12 No Dessert Until You Finish Your Peas
13 Service Is Not Something You Do When You're Too Tired to Sell
Conclusion