Bạn muốn đóng thêm doanh thu, xây dựng mối quan hệ với khách hàng có giá trị, và trở thành không thể thiếu cho khách hàng và công ty của bạn? Các nhân viên bán hàng thành công nhất biết rằng thực sự xuất sắc đến từ việc nắm vững các nguyên tắc cơ bản. Viết bởi doanh số bán hàng chuyên gia Gerhard Gschwandtner, cuốn sách này cung cấp một cơ hội tuyệt vời để làm mới và tinh chỉnh các kỹ năng bán hàng của bạn | This page intentionally left blank 4 HOW DO YOU EXPAND YOUR KNOWLEDGE Ralph Waldo Emerson once asked What is the hardest task in the world After a long search for the answer he concluded that thinking topped the list. What influences our thinking is knowledge. The trouble is that knowledge expands at a much faster rate than our capacity to learn. In the year 1300 the famous Sorbonne library in Paris France stored most of mankind s knowledge in 1 338 books all painstakingly written by hand. A diligent scholar could read all of these books in a lifetime and claim to be familiar with the world s knowledge. The steady advances of the human mind and the invention of the printing press expanded book knowledge beyond the capacity of people to absorb the world s wisdom. By 1550 even the best-educated 17 Copyright 2006 by Gerhard Gschwandtner. Click here for terms of use. MASTERING THE ESSENTIALS OF SALES minds would only master 80 percent of their chosen fields and a small fraction of what was known in other disci plines. Only 120 years later the German philosopher Wilhelm Leibnitz realized that it was no longer possible to know everything about a single branch of science. In 1670 the Oxford University library in England had swollen to 25 000 books. Even the world s fastest study would have known only about 5 percent of the world s published knowledge after 40 years of reading. In 1858 Ralph Waldo Emerson wrote that the number of printed books in the Imperial Library of Paris had grown to more than 800 000 volumes. Emerson estimated the annual increase of books to be more than 12 000 per year. Emerson was regarded by many as a genius in his own time however he was unable to read more than 2 000 books during his lifetime less than one quarter of one percent of mankind s accumulated wisdom. SUCCESS PRINCIPLE Today the Library of Congress in Washington . stores more than 18 million books. The library houses 120 million items maps photographs recordings and manuscripts on .
