Mark McCormack, founder of the sports-marketing industry, takes the reader step by step through the basic components of a sale. He describes how to identify a customer, reach the customer, and persuade the customer to buy. The book deals with the obstacles to selling - fear, ignorance and sloth - and argues that everyone was "born to sell". It shows how to assess where one is in the sales process, warns of the seven sins of salesmanship, and concludes with a chapter in "test" form so that readers can monitor their own progress. McCormack is the author of "What They Don't Teach You at Harvard Business School".
- ISBN10 009953651X
- ISBN13 9780099536512
- Publish Date 20 June 1996 (first published 15 June 1995)
- Publish Status Out of Print
- Out of Print 10 August 2021
- Publish Country GB
- Publisher Cornerstone
- Imprint Arrow Books Ltd
- Edition New edition
- Format Paperback (B-Format (198x129 mm))
- Pages 192
- Language English