KEYS TO MODERN SELLING by Robert S. Engelsman


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An expert life insurance salesman, who also lectures and teaches, shares his accumulated wisdom and experience in this round up of the practices and procedures of selling. His four sections, Background for Sales, Controlling the Sale, This is It, and Going Places and Doing Things, are filled with active, practical ideas and applicable illustrations from his own, and others', selling careers. His constant emphasis is on prepared presentations, conscientiously planned. He analyzes basic needs, how to know product and prospect, who to sell, what to sell and what to tell; he lays out a program for a positive approach, ways in which to give a verbal picture, and how to stay away from argument and bluffing. A definite work book in its field, this should be a good blue print for individual or class study.

Publisher: McKay