Bibliographic record and links to related information available from the Library of Congress catalog.
Note: Contents data are machine generated based on pre-publication provided by the publisher. Contents may have variations from the printed book or be incomplete or contain other coding.
Table of Contents Part One 1st Essential Activity: Sell Chapter 1 Set the Example Chapter 2 Champion Field Training Part Two 2nd Essential Activity: Prospect Chapter 3 Seize All the Market, All the Time Chapter 4 Hail the Classics: Door to Door and Telephone Appointment Chapter 5 Furnish Quality Company Leads Chapter 6 Generate Abundant Local Leads Chapter 7 Boost Exhibition Sales Part Three 3rd Essential Activity: Hire Chapter 8 Exploit Seventeen Powerful, Proven Recruiting Techniques Chapter 9 Use the Ten-Step Job-Selling Interview Part Four 4th Essential Activity: Train Chapter 10 Launch the New Recruit Chapter 11 Keep New Sales Associates -- One More Week Chapter 12 Rouse the Veterans Chapter 13 Liven Up Your Classroom Techniques Chapter 14 Exploit the Power of Off-Site Meetings Chapter 15 Conduct Exciting Sales Meetings Part Five 5th Essential Activity: Replicate Yourself Chapter 16 Start With the First Step: The GL Chapter 17 Delegate Chapter 18 Grow Through Keyman Training Part Six 6th Essential Activity: Motivate Chapter 19 Visualize the All-Consuming Goal Chapter 20 Make the Most of the 14 Greatest Motivators Chapter 21 Utilize the Goal-Setting Process Chapter 22 Design Winning Sales Contests Part Seven 7th Essential Activity: Manage Chapter 23 Improve Time Management Chapter 24 Promote Quality Customer Service and Upgrades Chapter 25 Develop Selling and Prospecting Tools Chapter 26 Take Advantage of the Internet Part Eight 8th Essential Activity: Lead Chapter 27 Avoid the 12 Career-Wrecking Demons Chapter 28 Broaden Leadership Characteristics Chapter 29 Build a Charismatic Persona
Library of Congress Subject Headings for this publication:
Direct selling.
Sales management.