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Digression: What salespersons can learn from top athletes

In: Excellence in Sales

Author

Listed:
  • Holger Dannenberg
  • Dirk Zupancic

Abstract

Now let us indulge in a small digression. As we worked on this book we became aware of a number of parallels between excellence in sales and customer management, and excellence in sports. We subsequently examined this subject in more detail. One of the German Mercuri consultants and trainers, Christian Schulte, had played in the German national hockey team for many years, winning two world championships as well as a bronze medal at the Olympic Games in Athens. He helped us to transfer the principles of top athletes to salespersons.

Suggested Citation

  • Holger Dannenberg & Dirk Zupancic, 2009. "Digression: What salespersons can learn from top athletes," Springer Books, in: Excellence in Sales, chapter 15, pages 221-223, Springer.
    • Handle: RePEc:spr:sprchp:978-3-8349-8782-2_15
    DOI: 10.1007/978-3-8349-8782-2_15
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