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Orison Swett Marden and Joseph F. MacGrail
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Title: Selling Things
Author: Orison Swett Marden
Joseph F. MacGrail
Release Date: March 31, 2019 [EBook #59176]
Language: English
Produced by The Online Distributed Proofreading Team at
http://www.pgdp.net (This file was produced from images
generously made available by The Internet Archive)
Orison S. Marden
SELLING THINGS
BY
ORISON SWETT MARDEN
AUTHOR OF “PUSHING TO THE FRONT,” “PEACE, POWER AND PLENTY,” “THE VICTORIOUS ATTITUDE,” ETC.
WITH THE ASSISTANCE OF
JOSEPH F. MacGRAIL
INSTRUCTOR IN SALESMANSHIP AND EFFICIENCY FOR MANY LARGE SALES AND INDUSTRIAL ORGANIZATIONS
NEW YORK
THOMAS Y. CROWELL COMPANY
PUBLISHERS
Copyright, 1916,
By THOMAS Y. CROWELL COMPANY
Thirteenth Thousand
TO MY FRIEND
CHARLES M. SCHWAB
THE MASTER EXECUTIVE, PRODUCER, SALESMAN.
CHAPTER | PAGE | |
I | The Man Who Can Sell Things | 1 |
II | Training the Salesman | 6 |
III | The Most Important Subjects of Study | 14 |
IV | Making a Favorable Impression | 19 |
V | The Selling Talk or “Presentation” | 28 |
VI | The Approach and Expression | 33 |
VII | The Ability to Talk Well | 37 |
VIII | How to Get Attention | 42 |
IX | Tact as a Friend-Winner and Business-Getter | 47 |
X | Sizing Up the Prospect | 62 |
XI | How Suggestion Helps in Selling | 71 |
XII | The Force of Cheerful Expectancy | 79 |
XIII | The Gentle Art of Persuasion | 86 |
XIV | Helping the Customer to Buy | 94 |
XV | Closing the Deal | 105 |
XVI | The Greatest Salesman—Enthusiasm | 112 |
XVII | The Man at the Other End of the Bargain | 119 |
XVIII | Meeting and Forestalling Objections | 125 |
XIX | Quality as a Salesman | 133 |
XX | A Salesman’s Clothes | 139 |
XXI | Finding Customers | 148 |
XXII | When You Are Discouraged | 155 |
XXIII | The Stimulus of Rebuffs | 163 |
XXIV | Meeting Competition: “Know Your Goods” | 177 |
XXV | The Salesman and the Sales Manager | 184 |
XXVI | Are You a Good Mixer? | 189 |
XXVII | Character Is Capital | 207 |
XXVIII | The Price of Mastership | 213 |
XXIX | Keeping Fit and Salesmanship | 226 |
Appendix—Sales Pointers | 250 |