First Business

December 20, 2011

Sales & Marketing: to sell more, answer these questions

The biggest problem small businesses have is selling, says Howard Stevenson, a serial entrepreneur, professor emeritus of entrepreneurship at Harvard Business School, and the author or editor of 11 books on entrepreneurship. "A lot of people are afraid of selling. I’ve tried to convince schools that selling is important, but try to find a course on sales management in a major university. It’s a hole in everybody’s practical education,†Stevenson says. In his new book, Getting to Giving, Stevenson poses four questions that he thinks entrepreneurs should use to inform their sales strategy and improve it.

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