From the New York
Times bestselling author of Ahead of
the Curve, a revelatory look at the importance and cultural role of
sales—an essential human attribute that underpins business, religion, romance,
and more—and the traits that distinguish the best sales people.
Sales is the single largest function in business. Across the
globe, in economies big and small, selling is the very engine of commerce and
industry. In America, millions work in sales—more than in manufacturing,
marketing, or even finance. Yet, when Philip Delves Broughton was studying at
Harvard Business School, he couldn’t find a single course on sales. Indeed,
very few schools teach this subject. The best-educated people of the business
world are clueless about one of its most vital functions, and this ignorance
has enormous consequences for the economy, and for all of us.
Delves Broughton draws on extensive research, intrepid
reporting, and personal experience to show the essence of sales as it manifests
itself from Moroccan souks to Tokyo side streets to Wall Street trading floors,
and ultimately to the countless acts of selling we all engage in every day.
Along the way, he uncovers fresh answers to perennial questions about the art
and science of sales: why do Americans have such extreme views on the subject
(from Dale Carnegie to “Death of a Salesman”)? Can a great salesman be made, or
he is born? Does a salesman have to believe in his product? Is selling ever ethical?
Does it have to be? What exactly makes a great salesman, and can it be
This isn’t another work about shortcuts, tips, or tricks,
though it does offer a wealth of useful information on how the best salespeople
make their craft an art. It’s a uniquely evidence-based investigation of the
workings of a fascinating and undervalued endeavor. Download and start listening now!