Buch, Englisch, 272 Seiten, Format (B × H): 224 mm x 148 mm, Gewicht: 406 g
ISBN: 978-0-470-54118-0
Verlag: John Wiley & Sons Inc
Auto-Suggestion, Ihr erster Schritt in Salesmanship
- "Das Qualifying" Ihre potentiellen Käufer
- Neutralisierung Ihre Buyer's Mind
- Die Angewohnheit mehr zu tun als das für das man bezahlt wird
- Wie man seine Zeit einteilt
- Ihr Masterplan für das Erreichen einer Position
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FOREWORD (Ken Blanchard).
ONE OF THE FINE THINGS ABOUT THIS BOOK IS THAT "IT WORKS".
THE CHALLENGE TO LIFE.
PREFACE.
Part One The Principles of Practical Psychology Used in Successful Negotiation.
Chapter 1 Introduction.
Chapter 2 You Need Intelligent Promotion to Succeed.
Chapter 3 The Strategy of Master Salesmanship.
Chapter 4 Qualities the Master Salesman Must Develop.
Chapter 5 Autosuggestion, the First Step in Salesmanship.
Chapter 6 The Master Mind.
Chapter 7 Concentration.
Chapter 8 Initiative and Leadership.
Chapter 9 Qualifying the Prospective Buyer.
Chapter 10 Neutralizing the Prospective Buyer's Mind.
Chapter 11 The Art of Closing a Sale.
Part Two The Use of Salesmanship in Marketing Personal Services.
Chapter 12 Choosing Your Job.
Chapter 13 Selecting a Definite Major Aim as Your Life Work.
Chapter 14 The Habit of Doing More than Paid for.
Chapter 15 A Pleasing Personality.
Chapter 16 Cooperation.
Chapter 17 How to Create a Job.
Chapter 18 How to Choose an Occupation.
Chapter 19 How to Budget Your Time.
Chapter 20 The Master Plan for Getting a Position.
Part Three What You May Learn from Henry Ford.
Chapter 21 Singleness of Purpose.
Chapter 22 Persistence.
Chapter 23 Faith.
Chapter 24 Decision.
Chapter 25 Sportsmanship.
Chapter 26 Budgeting of Time and Expenditures.
Chapter 27 Humility.
Chapter 28 The Habit of Doing More than One Is Paid to Do.
Chapter 29 Ford the Master Salesman.
Chapter 30 Accumulation of Power.
Chapter 31 Self-control.
Chapter 32 Organized Effort.
Chapter 33 Personal Initiative.
Part Four A Rule for Winning Friends That Has Stood the Test of More than 4,000 Years of Time.
Chapter 34 ''If I Were President!''
Chapter 35 The Golden Rule in Use.
Chapter 36 Mental Attitude Must Be Right.
Chapter 37 Some Personal Experiences.
Chapter 38 The War between Employers and Employees.
Chapter 39 The New World.
Chapter 40 Rounding Out Your Success Qualities for Leadership.
