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Selling Things

автор: Джозеф Френсис Мак-Грейл и Орисон Свит Марден (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.

CHAPTERPAGE
IThe Man Who Can Sell Things1
IITraining the Salesman6
IIIThe Most Important Subjects of Study14
IVMaking a Favorable Impression19
VThe Selling Talk or “Presentation”28
VIThe Approach and Expression33
VIIThe Ability to Talk Well37
VIIIHow to Get Attention42
IXTact as a Friend-Winner and Business-Getter47
XSizing Up the Prospect62
XIHow Suggestion Helps in Selling71
XIIThe Force of Cheerful Expectancy79
XIIIThe Gentle Art of Persuasion86
XIVHelping the Customer to Buy94
XVClosing the Deal105
XVIThe Greatest Salesman—Enthusiasm112
XVIIThe Man at the Other End of the Bargain119
XVIIIMeeting and Forestalling Objections125
XIXQuality as a Salesman133
XXA Salesman’s Clothes139
XXIFinding Customers148
XXIIWhen You Are Discouraged155
XXIIIThe Stimulus of Rebuffs163
XXIVMeeting Competition: “Know Your Goods”177
XXVThe Salesman and the Sales Manager184
XXVIAre You a Good Mixer?189
XXVIICharacter Is Capital207
XXVIIIThe Price of Mastership213
XXIXKeeping Fit and Salesmanship226
Appendix—Sales Pointers250