The application of salesmanship to visitation evangelism /H. Robert Cook.

By: Material type: TextTextPublication details: 1956.Description: iii, 100 leaves ; 29 cmContent type:
  • text
Media type:
  • unmediated
Carrier type:
  • volume
Subject(s): LOC classification:
  • BV4070 .A675 1956
  • BV4070
Available additional physical forms:
  • COPYRIGHT NOT covered - Click this link to request copyright permission:
Contents:
Method of Procedure -- Prejudice -- Importance of the Problem.
In Respect to His Proposition.
Endless Chain -- Center of Influence -- Junior Salesmen -- Cold Canvass -- Direct Mail and Telephone -- Lists and Directories.
Specific Information.
The Personal Call -- The Letter of Introduction -- The Telephone -- The Sales Letter.
The Qualities.
Procedure Before Answering -- Procedure While Answering -- Methods of Handling Objections -- Relation of Objections to Prospect Decisions -- Specific Objections.
Closing Methods -- The Follow Through.
The Presentation -- The Close -- The Follow Through.
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Holdings
Item type Current library Collection Call number Status Date due Barcode
Dissertation/Thesis (7-day checkout) Dissertation/Thesis (7-day checkout) G. Allen Fleece Library DISSERTATIONS BV4070.C771.A675 1956 (Browse shelf(Opens below)) Available 31923001879564
Dissertation/Thesis (7-day checkout) Dissertation/Thesis (7-day checkout) G. Allen Fleece Library DISSERTATIONS Non-fiction BV4070.C68C665 1956 (Browse shelf(Opens below)) Available 31923000892162

Typescript.

Introduction

Statement of the Problem -- Method of Procedure -- Prejudice -- Importance of the Problem.

Part I. Preparing for the Interview

Chapter I. Preparation

In Respect to Himself -- In Respect to His Proposition.

Chapter II. Prospecting

Floor Leads -- Endless Chain -- Center of Influence -- Junior Salesmen -- Cold Canvass -- Direct Mail and Telephone -- Lists and Directories.

Chapter III. The Preapproach

General Information -- Specific Information.

Part II. The Interview

Chapter IV. The Approach

The Objectives -- The Personal Call -- The Letter of Introduction -- The Telephone -- The Sales Letter.

Chapter V. The Presentation

The Objectives -- The Qualities.

Chapter Virgin Islands Handling Objections

The Salesman's Attitude -- Procedure Before Answering -- Procedure While Answering -- Methods of Handling Objections -- Relation of Objections to Prospect Decisions -- Specific Objections.

Chapter Virgin IslandsI. The Close

General Principles -- Closing Methods -- The Follow Through.

Chapter Virgin IslandsII. An Example Interview

The Approach -- The Presentation -- The Close -- The Follow Through.

Conclusion-A Challenge.

COPYRIGHT NOT covered - Click this link to request copyright permission:

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