Our documentary begins by defining sales and describing its place in business and society. We meet a B2B salesperson and get to know a modern car sales team bucking the stereotype.
The Evolution of Sales
Next, we explore the origins of sales, from ancient times through the modern era in the U.S. We’re introduced to a 4-generation family farming business and learn how they were founded on sales.
How do you learn how to sell, and what options are there for education and training? We visit a university with a unique program for training the next generation of salespeople. We also catch up with our B2B salesperson in her daily routine.
What Makes a Great Salesperson
Our experts weigh in on the stereotypes and how the best salespeople overcome them. We meet a real estate agent and learn about her work-life balance, and hear about the qualities and habits of great sales reps and managers.
Making a Connection
Now that we know what a great salesperson does, we explore the art and science of making a connection and building trust. We spend more time with our farmers and learn about the importance of building a customer relationship.
Technology’s Impact on Sales
Our experts next explore the impact that technology has made on sales; the advantage it can give, and the potential dangers. We spend time with a sales development team at a tech startup and see the result of a sales process at the car dealership.
The Future of Sales
Given all the talk about tech and the promise of AI, our experts weigh in on the future of sales. We join our B2B Salesperson one last time as she prepares for family vacation while closing a big deal.
Sales is Great
We conclude our journey through sales with some final thoughts from our experts on the reasons they think sales is a valuable and noble profession.
The soiree, held at the historic and newly restored Norshor Theatre, brought approximately 300 donors, alumni, students, faculty, staff, and friends of LSBE together to watch the worldwide business school premier of the full-length film The Story of Sales and to hear the news of LSBE’s new program…
I have a complaint with how the entertainment industry portrays the sales profession. Willie Loman, the main character in Arthur Miller’s Death of a Salesman was a cheater who ultimately betrayed his family. The movie Glengarry Glen Ross depicts salespeople as a desperate group of life’s losers who will resort to anything to make money…
If I asked you to describe a salesperson, you might start to think of some of the characters you’ve seen in movies like Tommy Boy or Wolf of Wall Street (or Glengarry Glen Ross if you’re into cult classics). Or, you might think about a used car salesperson or a telemarketer. Unfortunately, for most people, their perceptions of sales professionals are mostly negative…