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Table Of Contents

Come with Me
What Market?
Nothing Happens until Something Is Sold
Starting Early
Taking Care of Business
It Pays to Have Good Friends
A Tenuous Situation and Hymns
A Yankee Goes South
Terrible News!
Big City—Small Church
One Step Back, and Then Way Forward
The Buck Didn’t Stop Here
Smokestack Selling
Distributor Markets
New Product Ideas
Send in the Bloodhounds
Marketing Tool, DMS Register
Enough Academics—Get to Work
The Need Cries Out
Sales Lead and Pepsi
Hay Fever
American History
Keep On Keeping On
Don’t Call on Otis
Accentuate the Positive
An Anxious Wait
Don’t Go There!
What Happened to the Big Hitter?
Being Incorrigible May Pay Off
Doing It My Way for Ed
We Controlled ABC Network TV
Paperwork Failure
Lives Lost in Plane Crash!
Our CEO, a Man of Integrity
Caught the Flying Bug
Only After-Hours Visits
More Fun in the Air
Another Reported Failure
This Time We Did Fail
A New Challenge
Listen to the Crying
Max-imize Sales
A Hunting Trip
Phil Makes It Big!
In Memory of Charles Schneider
“Welcome to the Conglomerate—You’re Fired!”
Heading South
Grayhill—Of Great Integrity
Square Pegs in Round Holes
Is This Too Technical to Grasp?
Going It Alone Again
Fired Again
Partnering
Cost of Ownership
Managing Your Representative
Hidden Potentials
Lost-Business Reports
Intelligent Forecasting
Selling to Your Own Company
Suggested Time Line Development Schedule:
In Conclusion
Creative Selling—What Is It?
Now Retired?
P. 1
Selling Is Joy

Selling Is Joy

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Published by Trafford

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Published by: Trafford on Oct 06, 2011
Copyright:Traditional Copyright: All rights reservedISBN:9781426993404
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09/18/2012

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9781426993404

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