12+
Оглавление - The Forgotten Art of Selling
- Introduction
- Part I. The Roots and the Salesman
- Chapter 1. The Adventurers of Salesmanship: How Selling Built the Modern World
- Chapter 2. What Is Sales? Defining the Art Beyond Marketing
- Chapter 3. Selling as Human Behavior
- Chapter 4. What Makes a Salesperson?
- Chapter 5. Personality, Psychology, and Motivation
- Chapter 6. Training and Self-Training
- Chapter 7. Ethics, Character, and Trust in Selling
- Part II. Understanding Clients and Communication
- Chapter 8. Prospecting, Finding and Qualifying
- Chapter 9. Perception and Client Behavior
- Chapter 10. Listening to Sell: The Lost Skill
- Chapter 11. The Voice That Sells: Tone, Pitch, and Timing in Persuasion
- Part III. The Persuasive Sales Process
- Chapter 12. The Opening: How First Impressions Set the Tone
- Chapter 13. Demonstration and Persuasion: Showing the Value
- Chapter 14. Reason, Personality, and Emotion in Persuasion
- Chapter 15. Handling Resistance: Objections as Opportunities
- Chapter 16. Securing Action: The Mental Toughness of Closing
- Chapter 17. Selling Value and Permanence: Beyond the Word “Quality”
- Chapter 18. Follow-up and Service: Turning Sales into Relationships
- Part IV. Strategy and Legacy
- Chapter 19. Time, Territory, and Energy: Managing the Salesperson’s Greatest Assets
- Chapter 20. Strategy: From Tactics to Long-Term Success
- Chapter 21. Sales Management and Leadership
- Chapter 22. The Circle Closes: Selling as a Human Art