Home Reading - Bill Donaldson "Sales Management Theory and Practice"

No one theory or set of principles can apply universally to every selling situation. Sales types by scientists thinks are different. Newton divided sales types to missionary selling, technical selling and new business selling. McMurray and Arnold selling types is composed of inside order – taker, delivery salesperson, outside order – taker, missionary salesperson, the technical salesperson, creative salesperson, political or indirect salesperson and multiple salesperson. Exist also a modern classification of sellinf types, it is made up for consumer, industrial and government directs, consumer and industrial indirect, missionary sales, key account salespeople, food brokers, telesales, team selling, franchise sellimg, international selling and other types.
Care has to be taken to adapt to the product, company or market situation which creates the unique circumstances impinging on the sales interaction. …