Selling without Stress

About the Book

$elling without Stress can be of particular value to the person currently contemplating a career in sales or for the person new to selling and experiencing the normal stress involved in “getting established”.

Stress arises form “specific situations”.  Dr. Debus explains the effect of  “situational specificity” on personality and its potential for stress. “Situational specificity” as related to a person means “where” he/she is in life at a given time and “how he/she feels” about being there.

An incongruity between the person’s interest and aptitudes and career choice will almost inevitably result in stress, sometimes severe. When stress and anxiety are quickly identified as career related, effective stress management is achieved by determining whether its sourse is the macro element, i.e., the career itself, or micro-elements of the career that are inducing stress. These may be corrected without a career change. Dr. Debus presents methods for determining, analyzing and dealing with the presenting problem.

The dynamics of stress in general are explained but the writing is closely related to typical stressors encountered in a sale career. In this writing,  Dr. Debus utilizes over thirty years of successful sales management experience and twenty year in private practices as a  stress management counselor .

Coy Eklund, Chairman Emeritus of The Equitable Life Assurance Society, under whom Dr. Debus served as an Agency Manager in that Company, writes about $elling without Stress:  “Because I have watched him in his many years as a distinguished and successful Sales Manager and because I have known him personally in those years, it is with conviction  that I write these lines.

Ed Debus has the ability to engage and develop sales manpower with unique results. He is superbly knowledgeable in the needs of sales people in addressing the challenges of their profession. Best of all, he has the ability to communicate and inculcate both the attitudes and the actions that make for solid long-term sales success.

Selling seems never to come easily and in the early years it is sometimes very difficult. But the “Debus” Experience” and the “Debus Methods”, so ably set forth in this book, are the secrets of his documented sales management success in the development of outstanding sales people. It is a rare blueprint!”

About the Author

Edwin J. Debus, Ph.D. was Manager of a leading Agency of The Equitable Life Assurance Society of the United States for thirty years. His organization, built from “scratch”, earned him a reputation as a recruiter and developer of Agents which is among the best in the Company’s history. Six of his Assistant Managers were promoted to Agency Manager rank. Upon his early retirement in 1980, he pursued studies in Psychology, earning a Doctorate in Counseling Psychology with a specialization in Stress Management, His internship in Clinical Psychology was served in Equitable’s Home Office Medical Facility in New York. Dr. Debus has concentrated his work in the stressors that may be encountered in a sales career, exploring their origin and offering techniques for self-analysis and stress management.