ABC=Always Be Cramming
July 24, 2020 1:01 PM Subscribe
I may be getting an interview for a high end job in my field, which is sales. This company says they would like to hear my thoughts on/familiarity level with "major sales theories." What books/methods/theories/gurus do you think they will have in mind? I want to spend the weekend cramming this info into my brain pan so I can be ready.
Yes, sales theory is kind of grim. I could really use this job though, so be cool.
Yes, sales theory is kind of grim. I could really use this job though, so be cool.
I'm not in sales, but was supposed to become familiar with it for my technical role and was therefore given a stack of books to read. I think my answer will be useful because, even though I don't know what I'm talking about, I do know that our sales lead said these books basically covered all the theory of his college classes. (I also see COD mentions several of the same books)
We used the following books:
You'll fine many summaries and pre-written notes on most, if not all, of these books online.
On the more tactical side of things, we also read these books:
posted by Nonsteroidal Anti-Inflammatory Drug at 2:30 PM on July 24, 2020 [4 favorites]
We used the following books:
- SPIN Selling
- Mastering the Complex Sale
- The Challenger Sale
- GAP Selling
You'll fine many summaries and pre-written notes on most, if not all, of these books online.
On the more tactical side of things, we also read these books:
- Pitch Anything
- Never Split the Difference
posted by Nonsteroidal Anti-Inflammatory Drug at 2:30 PM on July 24, 2020 [4 favorites]
Response by poster: I'm chuffed to see that I've read a few of these already. Others I have absorbed their central tenets via office osmosis from people who speak about them.
Still, I hadn't really thought in terms of a sales "canon." This is useful. Keep them coming.
posted by DirtyOldTown at 3:50 PM on July 24, 2020
Still, I hadn't really thought in terms of a sales "canon." This is useful. Keep them coming.
posted by DirtyOldTown at 3:50 PM on July 24, 2020
Really, all modern sales methods are offshoots of "needs based selling," made famous by IBM and Xerox back in the 70s.
posted by COD at 4:04 PM on July 24, 2020
posted by COD at 4:04 PM on July 24, 2020
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Account Based Selling
Strategic Selling
Major Account Selling
Spin Selling
The Challenger Sale
posted by COD at 2:26 PM on July 24, 2020 [1 favorite]