TY  - BOOK
AU  - Hopkins,Tom
AU  - Laaman,Laura L.
TI  - The certifiable salesperson: the ultimate guide to help any salesperson go crazy with unprecedented sales! 
SN  - 0471289132 [paperback]
PY  - 2003///
CY  - Hoboken, N.J
PB  - Wiley
KW  - Selling
KW  - Sales personnel
N1  - Includes bibliographical references (p. [157]-158) and index; Contents: Lesson 1 The mind and body of a great salesperson -- Lesson 2 Discipline of a top salesperson -- Lesson 3 The likeability of a great salesperson -- Lesson 4 The voice of a great salesperson -- Lesson 5 The image of a great salesperson -- Lesson 6 The need for and art of friendly control -- Lesson 7 Understanding different personalities -- Lesson 8 Using your instinct to read others -- Lesson 9 Anatomy of a sales -- Lesson 10 Networking -- Lesson 11 Getting as many appointments as possible -- Lesson 12 Overcoming the fear of rejection -- Lesson 13 Great greetings -- Lesson 14 Qualifying -- Lesson 15 Shutting down the competition -- Lesson 16 Powerful presentation -- Lesson 17 Objection prevention -- Lesson 18 Commandments of closing -- Lesson 19 Overcoming final objections -- Lesson 20 Facts and fears of follow-up -- Lesson 21 The competitive advantage of referrals -- Lesson 22 The vision of a great salesperson: goals -- Lesson 23 Time planning -- Lesson 24 Self-analysis of great saleperson
UR  - http://www.loc.gov/catdir/bios/wiley045/2002013631.html
UR  - http://www.loc.gov/catdir/description/wiley038/2002013631.html
UR  - http://www.loc.gov/catdir/toc/wiley031/2002013631.html
ER  -