Still a dark art…

As Francis Buttle notes in his article for CRM guru ‘who is educating the next generation’ – ‘So, what’s going on? Why is a fundamental and widely applied business discipline – CRM – not being taught in our universities?’. I’d take that further – why does the whole issue of selling full-stop, feature so little in our syllabuses. Perhaps it’s an English thing, but I think we still look down our noses at selling as a profession – it’s not quite something to brag about – which is perhaps why the ‘sales representative’ has been re-positioned as the ‘account manager’ or the ‘business development manager’. Since sales are the life-blood of every business, perhaps we need to devote more resources to promoting the science of selling rather than treating is as a dark art.

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