Sales is a Science by Allan Lobeck
How the Top 2 % Succeed

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What does it take to become a top performer in today’s competitive sales field? In Sales as a Science, author Allan Lobeck focuses on helping salespeople understand the sales process from both the customer and sales perspective.

Based on twenty-five years of experience in worldwide sales, Lobeck communicates that selling commercially is a science, not an art; it is a long-term activity that requires both a plan and a pre-defined process. He presents a logical, documented, process-based approach for activities and sub-activities in a sales cycle. He also provides flow diagrams for each phase of the sales cycle giving professional sales staff the best potential roadmap for success.

Sales as a Science defines the many steps and roles in the sales process, from planning, to account research, customer contacts, presentation and follow-up, negotiation, and customer evaluation. It outlines the commitment necessary to begin transforming your sales techniques in order to transition to financial independence and become a consistent top performer.

About Allan Lobeck

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Published February 10, 2011 by iUniverse. 228 pages
Genres: Business & Economics. Non-fiction

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