Selling Things :: CONTENTS

CONTENTS

CHAPTER		PAGE
I	The Man Who Can Sell Things	1
II	Training the Salesman	6
III	The Most Important Subjects of Study	14
IV	Making a Favorable Impression	19
V	The Selling Talk or “Presentation”	28
VI	The Approach and Expression	33
VII	The Ability to Talk Well	37
VIII	How to Get Attention	42
IX	Tact as a Friend-Winner and Business-Getter	47
X	Sizing Up the Prospect	62
XI	How Suggestion Helps in Selling	71
XII	The Force of Cheerful Expectancy	79
XIII	The Gentle Art of Persuasion	86
XIV	Helping the Customer to Buy	94
XV	Closing the Deal	105
XVI	The Greatest Salesman—Enthusiasm	112
XVII	The Man at the Other End of the Bargain	119
XVIII	Meeting and Forestalling Objections	125
XIX	Quality as a Salesman	133
XX	A Salesman’s Clothes	139
XXI	Finding Customers	148
XXII	When You Are Discouraged	155
XXIII	The Stimulus of Rebuffs	163
XXIV	Meeting Competition: “Know Your Goods”	177
XXV	The Salesman and the Sales Manager	184
XXVI	Are You a Good Mixer?	189
XXVII	Character Is Capital	207
XXVIII	The Price of Mastership	213
XXIX	Keeping Fit and Salesmanship	226
	Appendix—Sales Pointers	250

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