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Chapter 16 Master Salesmen Are Indus
trious ..................................... 109
A Contrast • Selling Is a Mental and Physical Job • What Makes 'Em Work? • What Is Work? • Work Can Be Pleasant • What to Do About It • A Hard Nut to Crack • Highlights of This Chapter
Chapter 17 Make Work a Game............. 116
How to Write a Book • The Game of Selling • Keep Score • Work Quotas Build Business • The Century Club • The Salesman from Oakland • Try It • Highlights of This Chapter
Chapter 18 Honest Effort Is Never Lost 123 The Law of Averages • I Make $15 • The Slump • The Rejuvenation • Cost Accounting • Wisdom from the Wise • Highlights of This Chapter
Chapter 19 Utilize Your Leisure Time .. 130
Clerks and Tellers • Bookkeepers and Accountants • Life Insurance Salesmen • How to Go at It • Don't Go Overboard • A "Pocket-Office" • The Parable of the Talents • Highlights of This Chapter
Chapter 20 Newton's Laws Applied to
Selling ..................................... 137
Inertia • Momentum • A Salesman's "Weight" • Speed-"Velocity" • Friction • How to Gain Momentum • Highlights of This Chapter
CONTENTS ix
Part V THE POWER OF KNOWLEDGE ............ 145
Chapter 21 Master Salesmen Know Their
Business .................................. 147
A General Education Is Important • Master Salesmen Study • How a Master Salesman Got the Order • A Salesman Must Know His Business • Highlights of This Chapter
Chapter 22 Learn How to "Get Along"
with People............................ 153
I Call on an Engineer • What to Study • The "Smoothy" • A Soft Answer • A Fascinating Game • Highlights of This Chapter
Chapter 23 Know What You're Talking
About! .................................... 160
What to Know • Really Top Salesmen Know • The Fish • Knowledge Is Like a Watch • How to Add to Your Store of Knowledge • Don't Be Fooled • Highlights of This Chapter
Chapter 24 Know Where You're Going .. 167
Two Schools of Thought • Which Is Better? • Where Do You Find Prospects? • What Prospects Are Best? • How to Keep Prospecting • A Common Interest • Nothing More Important • Highlights of This Chapter
Chapter 25 Know the Psychology of Sales
manship .................................... 175
A Psychiatrist Praises Salesmen • Every Sale Is Different • The Four Parts of a Sale • Introduction • Stimulation • Motivation • Decision • Highlights of This Chapter
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