Sales Economics: The Science of Selling

GROUNDBREAKING! Sales Economics provides the facts about selling by providing powerful analyses of performance measurements that lead to predictable future results. Why do salespeople unnecessarily sacrifice profits during casual negotiations? How can organizations create predictable sales outcomes? What are the real determinants of pricing levels? Can you assess the quality of a sales call objectively? Are salespeople born or made? These questions and more are answered in this groundbreaking book. Rick Davis has applied studies of traditional economics to pioneer new concepts in sales economics including behavioral sales economics, microsales economics, and macrosales economics. Sales Economics is based on irrefutable theory and actual case studies that provide the expertise to know the difference between accidental results and success on purpose. Sales Economics is a business-to-business playbook for sales success. The lessons are crafted as entertaining essays while introducing methods to objectively measure and improve sales behaviors, achieve sales goals, and create relationships of unbreakable loyalty. This is the definitive book on sales science that any serious student of the profession will want to read, highlight, and review persistently.