Cover Image

The giants of sales : what Dale Carnegie, John Patterson, Elmer Wheeler, and Joe Girard can teach you about real sales success /

Main Author: Sant, Tom.
Format: Book
Language:English
Published: New York : AMACOM, ©2006.
Subjects:
Selling.
Sales management.
BUSINESS & ECONOMICS > Sales & Selling > Management.
Online Access:http://search.ebscohost.com/login.aspx?direct=true&scope=site&db=nlebk&AN=148974
Table of Contents:
  • Selling in the Twenty-First Century
  • Stating the Obvious
  • Four Ways to Sell
  • John Henry Patterson: The Process of Selling
  • Desperate in Dayton
  • A Primer on Process
  • Patterson?s Legacy
  • The Pros and Cons of Sales as a Process
  • Making It Work for You
  • Dale Carnegie: The Apostle of Influence
  • The Young Man from Missouri
  • The Carnegie Principles
  • The 25-Year Overnight Success
  • Carnegie?s Heirs
  • Making It Work for You
  • Elmer Wheeler: The Magic of Words
  • Making Your Sales Sizzle
  • Thinking and Buying
  • Wheeler?s Deal
  • The Language-Based Approach Today
  • Making It Work for You
  • Joe Girard: Priming the Pump
  • Down and Out in Detroit City
  • Finding the Law of 250 at a Funeral
  • From Network to Nurture
  • The Pros and Cons of Priming the Pump
  • Making It Work for You
  • Looking Back to Look Ahead.

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