• ISBN13: 9788126938599
• Binding: Paperback
• Subject: Business Management
• Publisher: Atlantic Publishers & Distributors (P) Ltd
• Publisher Imprint: N/A
• Publication Date: April 11, 2024
• Pages: 168
• Original Price: INR 495.0
• Language: English
• Edition: N/A
• Item Weight: 220 grams

Ways and means of selling are fast evolving, as new paradigms of doing business
engender new forms of relationships between sellers and buyers. The new breed of
professional salespersons must respond to this rapidly shifting environment in the
context of globalisation, technological change and changing concepts of loyalty in
the 21st century.
The New Professional Salesperson: Meeting Challenges in the 21st Century, written in
Walter Vieira’s inimitable style, with simplicity, humour and clarity, will appeal to
sales professionals who are not inclined to read heavy tomes on the subject. The
book meets the need of companies with both large field forces (pharmaceutical,
FMCG, consumer durables, engineering) and a small number of salespersons. Such
companies can now buy a copy for each salesperson and effectively provide a full
training program for the cost of a ‘day’s travel allowance’.
Ÿ Covering the entire spectrum of the selling process, the book features:
Ÿ A systematic organisation of material on the theory of selling—in the context of
21st century requirements.
Ÿ Use of case studies to elucidate strategies.
Ÿ Questions to reflect on and action points at the end of every chapter—to
stimulate thinking, self-analysis and self-improvement.
Ÿ A focus on the use of technology to improve selling effectiveness.
Ÿ A simple style of writing to make learning a pleasure.
This book is a must read for all salespersons and entrepreneurs, whether they sell
products or services. Trainers will also find the book immensely helpful in
conducting sales training workshops.

Walter Vieira is the President of Marketing Advisory Services Group (MAS Group), which he founded in 1975. He has published more than 700 articles and has authored 10 books.