CONTENTS
CHAPTER I THE MAN WHO CAN SELL THINGS
CHAPTER II TRAINING THE SALESMAN
CHAPTER III THE MOST IMPORTANT SUBJECTS OF STUDY
CHAPTER IV MAKING A FAVORABLE IMPRESSION
CHAPTER V THE SELLING TALK OR "PRESENTATION"
CHAPTER VI THE APPROACH AND 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
Orison S. Marden
SELLING THINGS
BY ORISON SWETT MARDEN
AUTHOR OF “PUSHING TO THE FRONT,” “PEACE, POWER AND PLENTY,” “THE VICTORIOUS ATTITUDE,” ETC.
WITH THE ASSISTANCE OF JOSEPH F. MacGRAIL
INSTRUCTOR IN SALESMANSHIP AND EFFICIENCY FOR MANY LARGE SALES AND INDUSTRIAL ORGANIZATIONS
NEW YORK THOMAS Y. CROWELL COMPANY PUBLISHERS
Copyright, 1916, By THOMAS Y. CROWELL COMPANY
Thirteenth Thousand
TO MY FRIEND CHARLES M. SCHWAB THE MASTER EXECUTIVE, PRODUCER, SALESMAN.
