In the first tale of business failure it sounds to me that the salesperson was unwilling to go "beyond the call of duty" to earn sales.
I view myself as a salesperson to a degree, and I operate a large family childcare facility. But I do very well and have maintained 80% of my client base for longer than 3 years, not to mention earning 6 figures a year for the last 2 years. But it takes doing the extras. I have taken many of parents to work and picked up my share of children from home, and delivered them when necessary. I teach the children, and not just sit them in front of a tv, or simply send them outside to play as I have seen many "providers" do. If I do not see a child for a day, I am on the phone to their parents so that I know what is going on.
In this economy, if your business is to survive you cannot "wait by the phone" you must do the extras and go out of your way to make people feel special, and that you care about their situation. That is not just good salesmanship, that is being a good person.
Kristy