How to master the art of selling /

How to master the art of selling /
Hopkins, Tom, author.
MCPHS Boston
Introduction / J. Douglas Edwards -- What the profession of selling really is -- The twelve sources of sensational selling success -- Question right and sink your teeth into sales success -- Creating the selling climate -- Why don't I do what I know I should do? -- Learn to love no -- Finding the people to sell -- Nonreferral prospecting methods -- Referral prospecting, or the art of getting quality introductions -- How to find fortune and felicity with the phone -- A spectator sport, buying is not -- Put champion selling power in your presentations and demonstrations -- Finessing the first meeting -- Qualification is the key to quota busting -- The objection connection -- Closing is sweet success -- Sixteen power closes for aspiring champions -- A clutch of moneygrabbers -- How to perspire less and profit more from paperwork -- Fortune building starts with time planning -- How to sell your way out of a slump -- The most necessary skill of all -- How to sell to the most important people you know.

Online access:
No online access
Library holdings:
MCPHS Circulation - Boston Campus
HF5438.25 .H66 2005Available