Treść książki
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timecameandallthestudentshadseatedthemselvesinpeace,Iwasready
tointeractandcommunicate.
Thelecturestarted.Iinformedmystudentsthatwewilltalkaboutsales.I
toldthemthatwewilldiscusseflectivesalestechniquesbuttotalkabout
techniquesfirst,wehadtounderstandwhatweweregoingfor.So,Itold
themitwastimetoaskquestions.ButjustbeforeIstarted,Iinformed
themaboutaverysimplequestionwhichIwouldbeaskingthem.Trust
me,itwasabittrickybecauseIknewfindingtheanswertoitwasnoeasy
task.AsIwentonaskingthequestion,adebatestartedbetweenmystu-
dents.Istartedtoreceiveanswersandmostofthemwerecorrect.
Salesasatopichasanelusiveconcept.So,itwashardforthemtograb
justtherightanswer.Rather,theytriedtocomeupwiththeirownunder-
standingofwhatitmeant.BeforeIhadaskedthesestudentsthisquestion
ofsales,Ihadmyselfponderedoveritandfoundanswerswhichchanged
myperspectivetowardsthenotionofsales.Whilepreparingmylecture,it
changedtheunderstandingofsalesIhadinlifeearlier.Didthischangethe
behaviourofmystudentsaswell?
Well,theyprovidedsomeanswerswhichwere“webuywhatwelike”or
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