“The Greatest Salesman In the World” authored by Og Mandino, classified as a classic inspirational book, has inspired millions of people particularly those involved in sales. CEOs from different companies give the book as a gift as gesture of appreciation to the efforts and commendable performances of top rank sales people. The book was given praises, and recognition by the Presidents of several companies (insurance, banks, and other marketing corporations) and Deans of several institutions engaged in training, motivation and personality development.

Several people are inspired and enticed to engage in selling as a career because of the attractive compensation package and rewards. There are companies however, who are unsuccessful in the retention of sales people because of failure in meeting the required sales goals. The question is: How well do the sales people know about the company they represent to be confident in selling its products?

A sales person, upon employment, must first and foremost learn the highlights of the historical growth of the company. The sales person must be familiar with the status of the company in the industry in relation to its market. Such knowledge provides the sales person a realistic view of his career development with the company. Hence, a sense of identity reinforces total involvement, loyalty and commitment towards his job.

However, one should exercise sound judgment when representing a large, well-established organization. Over selling the company can be misconstrued as boasting. But if the company represented is not a well-known firm, relating truthful information about the company, its products and services which are highly beneficial to the customer can help close a sale.

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