Selling Things
Orison Swett Marden and Joseph Francis MacGrail
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Table of contents
1. Front matter2. CHAPTER I THE MAN WHO CAN SELL THINGS3. CHAPTER II TRAINING THE SALESMAN4. CHAPTER III THE MOST IMPORTANT SUBJECTS OF STUDY5. CHAPTER IV MAKING A FAVORABLE IMPRESSION6. CHAPTER V THE SELLING TALK OR “PRESENTATION”7. CHAPTER VI THE APPROACH AND EXPRESSION8. CHAPTER VII THE ABILITY TO TALK WELL9. CHAPTER VIII HOW TO GET ATTENTION10. CHAPTER IX TACT AS A FRIEND-WINNER AND BUSINESS-GETTER11. CHAPTER X SIZING UP THE PROSPECT12. CHAPTER XI HOW SUGGESTION HELPS IN SELLING13. CHAPTER XII THE FORCE OF CHEERFUL EXPECTANCY14. CHAPTER XIII THE GENTLE ART OF PERSUASION15. CHAPTER XIV HELPING THE CUSTOMER TO BUY16. CHAPTER XV CLOSING THE DEAL17. CHAPTER XVI THE GREATEST SALESMAN—ENTHUSIASM18. CHAPTER XVII THE MAN AT THE OTHER END OF THE BARGAIN19. CHAPTER XVIII MEETING AND FORESTALLING OBJECTIONS20. CHAPTER XIX QUALITY AS A SALESMAN21. CHAPTER XX A SALESMAN’S CLOTHES22. CHAPTER XXI FINDING CUSTOMERS23. CHAPTER XXII WHEN YOU ARE DISCOURAGED24. CHAPTER XXIII THE STIMULUS OF REBUFFS25. CHAPTER XXIV MEETING COMPETITION: “KNOW YOUR GOODS”26. CHAPTER XXV THE SALESMAN AND THE SALES MANAGER27. CHAPTER XXVI ARE YOU A GOOD MIXER?28. CHAPTER XXVII CHARACTER IS CAPITAL29. CHAPTER XXVIII THE PRICE OF MASTERSHIP30. CHAPTER XXIX KEEPING FIT AND SALESMANSHIP31. APPENDIX SALES POINTERS