ABSTRACT

Sometimes a “sure sale” falls through. Sometimes a customer is obviously unimpressed by a presentation. Sometimes telephone calls are blocked, or, despite a good sales effort, results just do not materialize. Now and then, a salesperson’s life is rife with insults, rejections, and discouragement; sometimes he or she is just in a rut. Perhaps the sales representative has reached a plateau; a level of sales that seems to stay steady but not increase.