TY  - BOOK
AU  - Cook,H.Robert
TI  - The application of salesmanship to visitation evangelism /H. Robert Cook
AV  - BV4070 .A675 1956
PY  - 1956///
KW  - Columbia Bible College
KW  - Dissertations
KW  - Visitations (Church work)
KW  - Evangelistic work
KW  - Witness bearing (Christianity)
N1  - 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; Bibliography: leaves 98-100; 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; 2
ER  -