
Selling Things
by Joseph Francis MacGrail Orison Swett Marden
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About This Book
Selling Things is one of the timeless classic self-help book by Joseph Francis MacGrail and Orison Swett Marden on how to excell as a salesman. It is a back-to-basics in sales and holds relevance even today. The art of selling does not come easy to everybody and this is where this book comes in handy. This book will help you become an expert salesman with proven ways and real life examples."If the day looks kinder gloomyAnd your chances kinder slim;If the situation’s puzzlin’,And the prospects awful grim;And the prospects keep pressin’Till all hope is nearly gone,Just bristle up and grit your ...
Chapters (314)(click to expand)
- CONTENTS
- SELLING THINGS
- CHAPTER I THE MAN WHO CAN SELL THINGS
- CHAPTER II TRAINING THE SALESMAN
- CHAPTER III THE MOST IMPORTANT SUBJECTS OF STUDY
- HABITS OF WORK
- CHAPTER IV MAKING A FAVORABLE IMPRESSION
- CHAPTER V THE SELLING TALK OR “PRESENTATION”
- CHAPTER VI THE APPROACH AND EXPRESSION
- 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
- THREE KINDS OF SALESMEN
- THE SALESMAN’S CREED
- ANOTHER “SALESMAN’S CREED”
- “JUST KEEP ON, KEEPIN’ ON.”
- THE SALESMAN’S IDEAL
- WHY THIS SALESMAN DID NOT SUCCEED
- WHY THIS SALESMAN SUCCEEDED
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