I'm sure you know Arthur Miller's "Death of a salesman" (1949).
WHY SALES IS IN DANGER - AGAIN
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"Customers don't ask sales people any longer for their VALUED opinion. People check everything in the Internet and sales people are soooo misunderstood"... my car dealer tells me.
So what has changed between 2005 and 2009?
THE CUSTOMER EDUCATION PROCESS has changed.
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Customers never trusted sales people - not in the last 5,000 years but they dealt with them in a symbiotic way. It was basically "Educate me and I will work with you". "Help me introduce me to your engineers or experts and I talk to you". "Help me....
