High probability selling : re-invents the selling process / Jacques Werth and Nicholas E. Ruben.

Werth, Jacques.

Bibliographic record and links to related information available from the Library of Congress catalog
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CHAPTER ONE
A New Paradigm

CHAPTER TWO	7
A New Beginning

CHAPTER THREE	21
High Probability Selling & Traditional Selling:
A Comparison

CHAPTER FOUR	34
High Probability Selling Applied:
Some New Concepts

CHAPTER FIVE	51
High Probability Prospecting

CHAPTER SIX	71
Target Marketing:
Identifying Niche Markets

CHAPTER SEVEN	83
Establishing a Relationship

CHAPTER EIGHT	99
Discovery/Dis-Qualification

CHAPTER NINE	113
High Probability Closing

CHAPTER TEN	125
Some Fine Points

CHAPTER ELEVEN	137
Conditions Of Satisfaction and Some Review

CHAPTER TWELVE	153
A Complete High Probability Sale