Thirty Six Biggest Mistakes Salesmen Make and How to Correct Them

Front Cover
Prentice Hall PTR, 1975 - Selling - 214 pages

What people are saying - Write a review

We haven't found any reviews in the usual places.

Contents

Chapter Page
1
Coming Back with the Same Old Fitch
7
Giving Up Too Quickly
14
Spuming Available Facts and Figures
22
Flouting the Law of Attrition
32
Forgetting the Rest of the Team
38
Chapter Page
48
Underutilizing Your Own Resources
57
Accepting Dismissal without a Fight
109
Running with the Pack
115
Seeking Miracles in a Broader Line
126
Chapter Page
133
Forgetting the Companys Showroom
139
Not Plugging Your Companys Prestige
146
Crying Instead of Creating
154
Not Using the You Element in Selling
160

Trying to Sell without Customer Knowledge
64
Going Over the Buyers Head
70
Underrating Sales Training
77
Rushing the Big Order
83
Chapter Page
90
Depending on One Answer to an Objection
99
Being Liked But Not Respected
172
Chapter Page
183
Ignoring Good Will
189
Dodging the New Prospect
201
Copyright

Other editions - View all

Bibliographic information