Originally published in 1996, Skills for Sales Successwas co-authored by Art Horn and David Batchelor, both of HORN, and was the course textbook used by salespeople in Canada seeking the Government of Canada-sanctioned designation CSP (Certified Sales Professional).
The book has since been used by thousands of professional salespeople in colleges and university campuses across Canada. It describes in a highly readable and accessible format the characteristics and behaviours of effective presenters, negotiators, account planners, and sellers.
It covers all the main themes central to sales success: self-management, tactical selling skills, strategic thinking skills, and knowledge management. The book’s central principles and organization and have formed the foundation of Consultative Selling training courses across North America.