Thirteenth Thousand

TO MY FRIEND
CHARLES M. SCHWAB
THE MASTER EXECUTIVE, PRODUCER, SALESMAN.

CHAPTER		PAGE
I	The Man Who Can Sell Things	[1]
II	Training the Salesman	[6]
III	The Most Important Subjects of Study	[14]
IV	Making a Favorable Impression	[19]
V	The Selling Talk or “Presentation”	[28]
VI	The Approach and Expression	[33]
VII	The Ability to Talk Well	[37]
VIII	How to Get Attention	[42]
IX	Tact as a Friend-Winner and Business-Getter	[47]
X	Sizing Up the Prospect	[62]
XI	How Suggestion Helps in Selling	[71]
XII	The Force of Cheerful Expectancy	[79]
XIII	The Gentle Art of Persuasion	[86]
XIV	Helping the Customer to Buy	[94]
XV	Closing the Deal	[105]
XVI	The Greatest Salesman—Enthusiasm	[112]
XVII	The Man at the Other End of the Bargain	[119]
XVIII	Meeting and Forestalling Objections	[125]
XIX	Quality as a Salesman	[133]
XX	A Salesman’s Clothes	[139]
XXI	Finding Customers	[148]
XXII	When You Are Discouraged	[155]
XXIII	The Stimulus of Rebuffs	[163]
XXIV	Meeting Competition: “Know Your Goods”	[177]
XXV	The Salesman and the Sales Manager	[184]
XXVI	Are You a Good Mixer?	[189]
XXVII	Character Is Capital	[207]
XXVIII	The Price of Mastership	[213]
XXIX	Keeping Fit and Salesmanship	[226]
	Appendix—Sales Pointers	[250]

CONTENTS

SELLING THINGS