Book introduced the idea of sales techniques, such as features and benefits, objection handling, closing and open and closed questioning. Strong published The Psychology of Selling. Second breakthrough happened in July 1925, when E. In insurance companies’ people that sold insurance were also the ones collecting payments, until those two roles didn’t split. First breakthrough was split in sales roles into hunter-farmer model. The history of sales has been one of steady progress interrupted by a few real breakthroughs.
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