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    The Art of the Sale
    The Art of the Sale
    The Art of the Sale
    Audiobook8 hours

    The Art of the Sale

    Written by Philip Delves Broughton

    Narrated by Philip Delves Broughton

    5/5

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    About this audiobook

    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.
    LanguageEnglish
    PublisherSimon & Schuster Audio
    Release dateApr 3, 2012
    ISBN9781442347151
    The Art of the Sale
    Author

    Philip Delves Broughton

    Philip Delves Broughton is the author of two international bestsellers, Life's a Pitch, and What They Teach You at Harvard Business School. He grew up in England, received his BA in Classics from Oxford and his MBA from Harvard Business School. He spent ten years as a reporter and foreign correspondent for the Daily Telegraph and now writes regularly for the Financial Times and the Wall Street Journal. An edited collection of his work for the FT was published as Management Matters: From the Humdrum to the Big Decisions. He also collaborates with the Kauffman Foundation for Entrepreneurship and Education in the area of research and policy.

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