A Salesman Walks into a Classroom: The Art of Sales Meets the Science of Selling

Paul D. Barchitta

Dec 2013 · iUniverse

About this ebook

A career in sales can be like an amusement park ride; its riddled with daily ups and downs. In A Salesman Walks into a Classroom, author Paul D. Barchitta presents a wide range of information about what a professional career in sales actually entails. Meant as a roadmap for success, this guide discusses getting back to the basics. It provides an overview of what the life of a salesperson is all about, from finding your passion to gaining the freedom and independence that a career in sales can offer. It offers specific details and recommendations about time management, including how to prioritize sales calls, where a career in sales can lead you, and how to prepare yourself to get the sales job you want. It also addresses compensation and commission plans and underscores the value of sales training and development. Barchitta focuses on the significance of ethical behavior among salespeople and discusses the evolution from short-term transaction selling to long-term relationship selling. He provides understanding of the magnitude of who the customer is and outlines a model of the steps in the selling process. A Salesman Walks into a Classroom presents a step-by-step guide to help you navigate the often rocky career of sales by learning to identify customers, make the sale, and foster long-term relationships.

Ratings and reviews

Definitely a book. Worth the three bucks, ya get it? Really though, it's just like being in class, many real world solutions for real world problems from the view of not only a salesman but an educator.

About the author

Paul D. Barchitta is a professor at the US Merchant Marine Academy in Kings Point, New York. He has spent more than twenty years in the medical device industry as a salesperson and sales trainer. He has been a President’s Club Winner for Sales Quota Achievement for three global manufacturers of medical devices.