The application of salesmanship to visitation evangelism /H. Robert Cook.
Cook, H. Robert,
The application of salesmanship to visitation evangelism /H. Robert Cook. - 1956. - iii, 100 leaves ; 29 cm.
Typescript. Introduction Part I. Preparing for the Interview Chapter I. Preparation Chapter II. Prospecting Chapter III. The Preapproach Part II. The Interview Chapter IV. The Approach Chapter V. The Presentation Chapter Virgin Islands Handling Objections Chapter Virgin IslandsI. The Close Chapter Virgin IslandsII. An Example Interview Conclusion-A Challenge.
Statement of the Problem -- Method of Procedure -- Prejudice -- Importance of the Problem. In Respect to Himself -- In Respect to His Proposition. Floor Leads -- Endless Chain -- Center of Influence -- Junior Salesmen -- Cold Canvass -- Direct Mail and Telephone -- Lists and Directories. General Information -- Specific Information. The Objectives -- The Personal Call -- The Letter of Introduction -- The Telephone -- The Sales Letter. The Objectives -- The Qualities. The Salesman's Attitude -- Procedure Before Answering -- Procedure While Answering -- Methods of Handling Objections -- Relation of Objections to Prospect Decisions -- Specific Objections. General Principles -- Closing Methods -- The Follow Through. The Approach -- The Presentation -- The Close -- The Follow Through.
Columbia Bible College--Dissertations.
Visitations (Church work)
Evangelistic work.
Witness bearing (Christianity)
BV4070 / .A675 1956 BV4070
The application of salesmanship to visitation evangelism /H. Robert Cook. - 1956. - iii, 100 leaves ; 29 cm.
Typescript. Introduction Part I. Preparing for the Interview Chapter I. Preparation Chapter II. Prospecting Chapter III. The Preapproach Part II. The Interview Chapter IV. The Approach Chapter V. The Presentation Chapter Virgin Islands Handling Objections Chapter Virgin IslandsI. The Close Chapter Virgin IslandsII. An Example Interview Conclusion-A Challenge.
Statement of the Problem -- Method of Procedure -- Prejudice -- Importance of the Problem. In Respect to Himself -- In Respect to His Proposition. Floor Leads -- Endless Chain -- Center of Influence -- Junior Salesmen -- Cold Canvass -- Direct Mail and Telephone -- Lists and Directories. General Information -- Specific Information. The Objectives -- The Personal Call -- The Letter of Introduction -- The Telephone -- The Sales Letter. The Objectives -- The Qualities. The Salesman's Attitude -- Procedure Before Answering -- Procedure While Answering -- Methods of Handling Objections -- Relation of Objections to Prospect Decisions -- Specific Objections. General Principles -- Closing Methods -- The Follow Through. The Approach -- The Presentation -- The Close -- The Follow Through.
Columbia Bible College--Dissertations.
Visitations (Church work)
Evangelistic work.
Witness bearing (Christianity)
BV4070 / .A675 1956 BV4070