Scientific Selling

I've recently added reading notes for Scientific Selling, which discuses the value of applied psychology to the sales process - or more aptly, its application to the management of sales staff - largely stilted to promote the authors' own consulting services, but which nevertheless provides some insight into the possible application of valid science to the selling process.

It's an interesting read, as many books on the topic of sales are based on folksy wisdom and self-aggrandizing tall tales, neither of which contributes to an understanding of the topic or a sense of practical application that would be beneficial outside the idiosyncratic case-studies presented.

Aside of the obvious topic (selling and sales management), there are some valuable insights into the selection, hiring, training, and coaching of employees that might be valuable in any context.

There's also excellent food for thought that can be put to practical use when designing user interfaces that are intended to serve as a substitute for a "live" salesman or customer support representative. It's definitely worth taking into account when designing user experiences related to prospecting and selling.

I have the sense that this note is more in the nature of a book report than a meditation - just too many topics to reflect upon at the moment, and it's more of a reminder of myself to dig back through the book and explore some of them in future notes.