What is the business model of people who sell socks at intersections? [more inside]
Why do some successful salesmen get fired by their employers after a really big commission sale? Logically, one would suppose that employers would want to keep talented salesmen. What incentives would an employer have to do so?
My family owns a small business. We manufacture boxes, which we sell to other industrial clients. We've hired a salesman, but he has no sales experience. (We're okay with that.) We're teaching him about boxes, but we'd like to get him some sort of training in sales. We don't have traditional expectations (we think of the job more as "customer relations"), and aren't going to demand that he meet quotas, but we'd like him to have grounding in the basics. Can you recommend some good books on sales? How about training seminars in the Portland (Oregon) area? Any web sites he should read? Info on how to approach cold calls would be especially helpful. (So far we're just going with the "baptism of fire" approach, which has its pros and cons.)
Can anybody recommend a particularly good generic book (or video) on how to become a successful salesman? [more inside]