ABSTRACT
A successful salesman's time is far too valuable to waste in such donkeywork, when he makes a couple of million dollars a year. The division of labor between a connector and the cold-canvassing salesman is straight out of economist Adam Smith's Wealth of Nations in 1776, where he describes the economic efficiencies and increased production obtained from the division of labor in the manufacture of pins during the English Industrial Revolution. Sales people rely more on laptops and mobiles that help to keep them organized, while more and more companies have set up their own beguiling websites to entice consumers to buy online. Selling products and services online is little different from the way that the creative people who produced the successful advertisements and much the same way that salespeople sell. Salespeople who are the center of attention in a selling arena can be as temperamental as prima donnas, because they are always called on to perform.
