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Selling Things
Table of Contents
CHAPTER I. THE MAN WHO CAN SELL THINGS
CHAPTER II. TRAINING THE SALESMAN
CHAPTER III. THE MOST IMPORTANT SUBJECTS OF STUDY
HABITS OF WORK
CHAPTER IV. MAKING A FAVORABLE IMPRESSION
CHAPTER V. THE SELLING TALK OR “PRESENTATION”
CHAPTER VI. THE APPROACH AND EXPRESSION
EXPRESSION
CHAPTER VII. THE ABILITY TO TALK WELL
CHAPTER VIII. HOW TO GET ATTENTION
CHAPTER IX. TACT AS A FRIEND-WINNER AND BUSINESS-GETTER
CHAPTER X. SIZING UP THE PROSPECT
CHAPTER XI. HOW SUGGESTION HELPS IN SELLING
CHAPTER XII. THE FORCE OF CHEERFUL EXPECTANCY
CHAPTER XIII. THE GENTLE ART OF PERSUASION
CHAPTER XIV. HELPING THE CUSTOMER TO BUY
CHAPTER XV. CLOSING THE DEAL
CHAPTER XVI. THE GREATEST SALESMAN—ENTHUSIASM
CHAPTER XVII. THE MAN AT THE OTHER END OF THE BARGAIN
CHAPTER XVIII. MEETING AND FORESTALLING OBJECTIONS
CHAPTER XIX. QUALITY AS A SALESMAN
CHAPTER XX. A SALESMAN’S CLOTHES
CHAPTER XXI. FINDING CUSTOMERS
CHAPTER XXII. WHEN YOU ARE DISCOURAGED
CHAPTER XXIII. THE STIMULUS OF REBUFFS
CHAPTER XXIV. MEETING COMPETITION: “KNOW YOUR GOODS”
CHAPTER XXV. THE SALESMAN AND THE SALES MANAGER
CHAPTER XXVI. ARE YOU A GOOD MIXER?
CHAPTER XXVII. CHARACTER IS CAPITAL
CHAPTER XXVIII. THE PRICE OF MASTERSHIP
CHAPTER XXIX. KEEPING FIT AND SALESMANSHIP
APPENDIX. SALES POINTERS
THREE KINDS OF SALESMEN
THE SALESMAN’S CREED
ANOTHER “SALESMAN’S CREED”
“JUST KEEP ON, KEEPIN’ ON.”
THE SALESMAN’S IDEAL
WHY THIS SALESMAN DID NOT SUCCEED
WHY THIS SALESMAN SUCCEEDED
Orison Swett Marden, Joseph Francis MacGrail
Published by Good Press, 2022
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It is up to the salesman to analyze the customer and decide just which of these six points of opposition is causing him to lose business.
Just in the degree that he can locate the exact trouble, and then overcome it in the proper way, will he be able to get the business which may seem at first absolutely beyond him.
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