One Step Ahead

Do you think Willy Loman,the protagonistin Death of a Salesman, could find work asa salesperson today?

Unfortunately for Willy, the 50’s concept ofa salesperson man making cold calls andselling from a product catalog has gone theway of the blacksmiths shoeing horses.Over the past few years, market forceshave driven even the most steadfast “box”sellers away from transaction product—focused selling strategies to a consultative,needs-based selling strategy.

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