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Essentials to Good Selling Baltimore & Ohio Railroad Co. BINDER
Essentials to Good Selling Baltimore & Ohio Railroad Co. BINDER
Essentials to Good Selling
Baltimore & Ohio Railroad Co.
Binder with individial booklets
Robert Plamer Corporation
Copyright ????
Index
1 IDEAS
2 HOLD THE STAGE
3 SELF-MANAGEMENT
4 RESTRAINT
5 RESEARCH
6 SEEING THE PERSON WHO CAN BUY
7 BE YOURSELF!
8 FIRST IMPRESSIONS
9 WHY THEY BUY...
10 CUSTOMER VIEWPOINT
11 EXPLORING FOR NEW PROSPECTS
12 PLAIN DEALING
13 MAKE IT LIVE
14 PRESUMPTION
15 THE END OF TALKING
16 DEMONSTRATION
17 COMPLETE SELLING
18 WHEN THERE'S COMPETITION...
19 USE OF TIME
20 COMPOSURE
21 OBSTACLES
22CONFIDENCE BEGETS CONFIDENCE
23 MAKING THE REQUEST
24 ASSUMING TOO MUCH
25 THE MOST IMPORTANT CUSTOMER
26 CLOSING PROCEDURE
27 CONCENTRATION ON SUBJECT
28 UNFINISHED BUSINESS
29 INTERRUPTIONS
30 SELLING TOO MUCH
31 INDIFFERENCE
32 THE "IN A NUTSHELL" BUYER
33 RECIPROCITY
34 EXPECTANCY
35 CONTENDING WITH BIAS
36 "DON'T WANT TO CHANGE"
37 LACK OF CONFIDENCE
38 THOSE WHO SHOP AROUND
39 SENTIMENTAL BUYING
40 NO RESPONSE
41 THE PRICE PROBLEM
42 COMPLETE SATISFACTION
43 INDECISION
44 THE PROSPECT WHO KNOWS ALL
45 HE BUYS TOO FAST
46 THE PROPOSITIONER
47 "DOING NOTHING NOW"
48 THE ART OF LISTENING
49 "NO SELLING WANTED"
50 WORD POWER
51 THE RUN-AROUND
52 PERSISTENCE
This Book Is Approx in thick. All Chapters are included.
In this series you will see how these sales leaders handle themselves, their customers, and the many problems that arise during their day-by-day selling. ESSENTIALS TO GOOD SELLING will be a forum of sales ideas, with each idea developed to show you how that idea can be made to work for you. No salesman and no company can depend on their own ideas of selling. Competition for the customers' dollars forces us to consider the ideas of others.
All pictures are of the actual item. There may be reflection from the lights in some photos. We try to take photos of any damage. If this is a railroad item, this material is obsolete and no longer in use by the railroad. Please email with questions. Publishers of Train Shed Cyclopedias and Stephans Railroad Directories. Large inventory of railroad books and magazines. Thank you for buying from us.
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