Professional Selling: A Consultative Approach
Karl Gretz, Steven Drozdeck, Walt Wiesenhutter

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Sales professionals today can no longer simply "pressure" customers to buy based upon their charm, force of personality, and glib tongue. Today's sales professionals must be just that, a professional -- one who is highly trained and motivated to work with and help customers solve their business needs. Nevertheless, it seems many students are trying to enter the job market with sales skills that are less than professional. That's why the authors -- who themselves have taught over 45,000 sales professionals -- based "PROFESSIONAL SELLING: A Consultative Approach" on a formal survey of sales managers to determine which skills they themselves deemed important to be a successful sales person with their company.

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