Just a while ago we said, "Computers are here!'' and told one another that soon the supply of paper would outstrip demand in a brave new digital world. The opposite has occurred - for with computerization, more and different kinds of paper have resulted. Now, the Internet is here - does this mean the death of the salesperson? Rather, I believe the sales function will be modified and that demand will only increase for the professional, results-oriented salesperson.

Banks have rushed to embrace the Internet with open arms, like a lot of other companies. Is it because the Internet will work magic for the bottom-line results? Or is it fear of missing the boat? Time will tell. For right now, the sales process retains its four essential steps: making the appointment, making the sales call, asking for the business, and closing.

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