Pink, following up bestsellers “A Whole New Mind” and “Drive,” wants to clean up its bad reputation and recast sales not as a way to get the best of others, but to improve the world. This is the biggest job sector in the U.S., with more workers than manufacturing, retail and professional and business services, and projected to grow the most. What Pink calls “EdMed”-healthcare and education-has a large sales component. While only one in nine Americans works in sales per se, the other eight are selling others on learning chemistry, on using new media for marketing, or on exercising more. Not only does this comprise 41 percent of total work time, according to an international study with 9,057 respondents that Pink paid for, but people say it’s the most productive use of their time. This “non-sales selling” doesn’t involve a purchase-it simply means persuading, influencing and convincing others. Sales, broadly defined, means moving people to action, which people must do well to be successful. Pink contends that most of us, regardless of job title or salary structure, are salespeople. Yet in “To Sell Is Human: The Surprising Truth About Moving Others,” Daniel H. When you think of sales, do you think of pejoratives such as pushy, sleazy and dishonest? Most people do.
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