:what Dale Carnegie, John Patterson, Elmer Wheeler, and Joe Girard can teach you about real sales success
First Statement of Responsibility
/ Tom Sant
.PUBLICATION, DISTRIBUTION, ETC
Place of Publication, Distribution, etc.
New York
Name of Publisher, Distributor, etc.
: AMACOM,
Date of Publication, Distribution, etc.
, c2006.
PHYSICAL DESCRIPTION
Specific Material Designation and Extent of Item
xii, 228 p. ill. 24 cm.
NOTES PERTAINING TO PUBLICATION, DISTRIBUTION, ETC.
Text of Note
e
INTERNAL BIBLIOGRAPHIES/INDEXES NOTE
Text of Note
ng
Text of Note
Includes bibliographical references and index.
CONTENTS NOTE
Text of Note
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.