Description
*Condition Note: Book is lightly used with almost no wear and is clean.*
This book is a compilation of principles and procedures in Christian salesmanship prepared by Publishing Department leaders who have devoted many years to the training of literature evangelists. Thousands of men and women have been trained to succeed in the field of literature evangelism by the men who have so ably prepared the material presented in this practical treatise.
As the literature evangelists put to use the principles of success set forth in this book, we feel certain that under the blessings of God their efficiency in selling denominational literature and in winning souls will be greatly increased.
CONTENTS
Chapter I--How to Become a Successful Literature Evangelist
A. The Importance of the Literature Ministry
B. The Gospel Mission of the Literature Evangelist
C. The Christian Personality
Chapter II--What Is Christian Salesmanship?
A. Definition of Salesmanship
B. Why Salesmanship Is Needed
C. Applied Christian Salesmanship
D. Strategy in Dealing With Minds
E. Personal Assets to Be Cultivated
Chapter III--Creative Salesmanship
A. Creative Thinking
B. Mechanics of Selling
C. Sales Procedure
Chapter IV--How to Win Confidence
A. How to Secure and Use Information
B. The Pre-approach
C. The Approach or Introduction
D. Meeting Objections at the Opening of the Interview
E. Making Favorable Impressions
Chapter V--How to Arrest Attention
A. The Precanvass
B. How to Arouse and Hold the Attention
C. Personality Factor and Enthusiasm
D. Thorough Knowledge of Book and Canvass
E. Visualizing the Presentation
Chapter VI-What Goes Into a Sales Talk
A. The Value of Proper Demonstrations
B. Capitalizing on Current Events
C. Use of Stories and Illustrations
D. The Delivery of the Sales Talk
E. Skillful Questions and Positive Suggestions
Chapter VII--How to Reach Mind and Heart
A. How to Convince People
B. Finding and Solving Problems
C. Dealing With Different Types of People
Chapter VIII--How to Use the Selling Tools
A. The Use of Word Pictures--Selling Sentences
B. Organization of the Selling Talk
C. Physical Tools--Sales Equipment
D. Proper Use of the Voice
Chapter IX--When to Close the Sale
A. The Diplomacy of the Close
B. Closing on First Interview
C. Making Decision Easy--Buying Signals
D. Things to Remember When Closing the Sale
E. Depart in Spirit of Good Will
Chapter X--Making Objections Friends, Not Foes
A. Why People Object
B. Kinds of Objections
C. Avoiding Objections
D. Turning Objections Into Orders
E. Standard Answers to Common Objections
Chapter XI--How to Deliver and Collect
A. C.O.D. Delivery
B. Collect-by-Mail Selling
C. Best Methods of Collecting
Chapter XII--Why Seek Efficiency?
A. Self-training and Self-improvement
B. Checking Your Salesmanship
C. Planning for Larger Results
D. Bible Study, Reading, Current Events
Chapter XIII--Business Principles
A. The Time Question
B. Finance and Business Knowledge
C. Organization and Order--Value of a Daily Program
D. Goals
E. Proper Business Relations With Customer and Office
F. Importance of Records and Reports
Chapter XIV--The Postgraduate Course
A. Keeping Physically Fit
B. Vision and Courage
C. New Thoughts and Greater Plans
D. The Habit of Progress
E. The Desired Victory
Used Book Information
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Details
Binding: |
Hardback |
Copyright: |
1976 |
Printed: |
1976 |
Pages: |
286 |
Publisher: |
Review and Herald Publishing Association |
Condition: |
A- |
