The giants of sales : what Dale Carnegie, John Patterson, Elmer Wheeler, and Joe Girard can teach you about real sales success

Title:

Author:

Sant, Tom.

ISBN:

9780814472910

Personal Author:

Sant, Tom.

Publication Information:

New York : AMACOM, c2006.

Physical Description:

xii, 228 p. : ill. ; 24 cm.

Contents:

Selling in the Twenty-First Century -- Stating the Obvious -- Four Ways to Sell -- John Henry Patterson: The Process of Selling -- Desperate in Dayton -- A Primer on Process -- Patterson?s Legacy -- The Pros and Cons of Sales as a Process -- Making It Work for You -- Dale Carnegie: The Apostle of Influence -- The Young Man from Missouri -- The Carnegie Principles -- The 25-Year Overnight Success -- Carnegie?s Heirs -- Making It Work for You -- Elmer Wheeler: The Magic of Words -- Making Your Sales Sizzle -- Thinking and Buying -- Wheeler?s Deal -- The Language-Based Approach Today -- Making It Work for You -- Joe Girard: Priming the Pump -- Down and Out in Detroit City -- Finding the Law of 250 at a Funeral -- From Network to Nurture -- The Pros and Cons of Priming the Pump -- Making It Work for You -- Looking Back to Look Ahead.

Subject Term:

Selling.

Sales management.

Electronic Access:

Table of contents http://www.loc.gov/catdir/toc/ecip063/2005033827.html

Copies:

Available:*

Library	Material Type	Item Barcode	Shelf Number	Copy	Status
Searching... 1:IIEMSA	1:GEN-BOOK	33168020372542	658.81 S231G 2006	1	Searching... Unknown

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Summary

Sales theories come and sales theories go, but nothing beats learning from the original masters. The Giants of Sales introduces readers to the techniques developed by four legendary sales giants, and offers concrete examples of how they still work in the 21st century. The book reveals how: * In his quest to sell a brand new product known as the cash register, John Henry Patterson came up with a repeatable sales process tailor-made for his own sales force * Dale Carnegie taught people how to win friends and influence customers with powerful methods that still work * Joe Girard, listed by Guinness as the world's greatest salesman, didn't just sell cars, he sold relationships... and developed a successful referral business * Elmer Wheeler discovered fundamental truths about persuasion by testing thousands of sales pitches on millionsof people, and achieved great success in the middle of the Great Depression Part history and part how-to, The Giants of Sales gives readers practical, real-world techniques based on the time-tested wisdom of true sales masters." "