2 Going to War -- Choosing to Sell
Sales Warrior Lessons 44-53

Before you can really understand the implications of a career in sales, you must understand the economic demands of a highly competitive and emotionally demanding career.

To be successful at selling, you must understand money. This reality fits extremely well with Sun Tzu's definition of victory as not simply winning battles but as making victory pay. This economic focus is one of the reasons that this strategy works so well in today's business world.

If you want to succeed as a salesperson, you need to appreciate this chapter's economic lessons.

To begin, selling is expensive. Sun Tzu starts by discussing the economic demands of competition. Selling may pay well, but only if you close sales. It is a risky profession even if you are on salary.

One of the biggest problems with commissioned sales is how uncertain the timing of its rewards is. This is the topic of the next section of this chapter. To address unpredictability, Sun Tzu advises minimizing spending rather than hoping things will go well. Travel is often the biggest component of cost, and, lest you think that this is the organization's problem,

A Little Harder Challenge:

To start the Lessons 44 - 53, click here.

In this chapter, the challenge of answering questions gets a little harder. We give you the quote from Sun Tzu and the explanation of the answer, but we don't give you the actual answer until you have been asked the question twice. See if you can get the answer correct from the explanation alone.

This lesson works just like the last. When you are asked a question, you check the box you think is correct and click the [Score and Continue] button. This will score your answer and take you to the next page (slide). You move between non-question slides using the [Next] and [Back] buttons on the bottom of the screen. Your score is shown below those buttons at the bottom of the page. You can use the [UP] button in the left column to return to this page and reset your score to zero.

Review Sales Warrior Class Lessons

You can ignore the questions if you want using the [Next] and [Back] buttons just to look at the slides (except when retaking the test). You can use the [Up] button to return to this page (except when retaking test).

To retake the Final Test, click here.