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

By:

Cook, H. Robert [Author]

Material type: Text

TextPublication details: 1956.Description: iii, 100 leaves ; 29 cmContent type:

text

Media type:

unmediated

Carrier type:

volume

Subject(s):

LOC classification:

BV4070.C771.A675 1956
BV4070.C68.C771.A675 1956

Available additional physical forms:

Contents:

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.

Dissertation note: Thesis M.A. Columbia Bible College, Columbia, South Carolina 1956.

Item type: Dissertation/Thesis (7-day checkout)

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Holdings
Item type	Current library	Collection	Call number	Status	Date due	Barcode
Dissertation/Thesis (7-day checkout)	G. Allen Fleece Library Dissertations - First Floor behind nursing collection		BV4070.C771.A675 1956 (Browse shelf(Opens below))	Available		31923001879564
Dissertation/Thesis (7-day checkout)	G. Allen Fleece Library Dissertations - First Floor behind nursing collection	Non-fiction	BV4070.C68C665 1956 (Browse shelf(Opens below))	Available		31923000892162

Typescript.

Thesis M.A. Columbia Bible College, Columbia, South Carolina 1956.

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.