ABSTRACT
This chapter begins with the best sales traditions of the past. These traditions are then linked to proven models. Sales as a profession are in fact about building bridges between new and old and between objection and decision. The hard skills are the professional, technical skills and the soft skills are the personal, emotional, social skills. In 1920 the Nordiska Kompaniet in Stockholm started training sales personnel using films in which ‘customers’ were staged in a playful way. The sales compass is the summary of the other models. It is also the generic model used for all sales processes, short or long, from telephonic acquisition to ‘large account management’. Love has three components, namely passion, intimacyand commitment or dedication. Strength is said to be made up of a talent that has been reinforced by skills & knowledge.
