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THE CREATIVE SALESMAN
PLANNING THE SALES INTERVIEW
FINDING AND QUALIFYING PROSPECTS
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advantages and benefits answer appointment approach basic better Bill Jones buyer chain letter chance Chevy Chase close the sale closing technique competitor course customer's decisions demonstration desire develop directories Effective Selling facts favorable attention feel find and qualify firm getting the prospect Homer Smith important iness interest Jack Foster John Brown keep lead listen look ordertaking paper clip pect person pre-approach price objection problems product or service prospect and customer prospect says prospect's attention qualify prospects reason record regular customer sales interview sales potential sales presentation sales volume salesman finds Salesman's Guide salesman's product salesmanship salespeople satisfied schedule Selling Skills selling techniques spend steps successful salesmen sure tell things tion tomer Trading dollars trial close typical salesman usually waste words