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Professional Selling – Science or Art? November 14, 2011

One of the biggest myths perpetuated in sales is that selling is or is becoming a science. This suggestion assumes that individuals will respond predictably (i.e., stimulus-response model) to sales techniques, sales processes or selling systems which is often interpreted as meaning that if a salesperson executes the techniques, processes or systems correctly he or she will be invincible in selling (e.g., sell anything to anybody). Given, among other things, different people’s…

Continue reading… The Science and Art of Selling