The Force is a book that transformed the way I viewed corporate sales while in business school. It was required reading and bases its narrative on the life of a corporate sales executive within the Xerox corporation. While somewhat pretty dated, some of the general concepts still hold true even in this evolving economy and corporate structuring. The idea of a consultative sales approach may have been first established here. It does shed light on the high stress ever increasing expectations and demands placed on the professional sales force.