| Description |
x, 212 pages : illustrations ; 23 cm |
| Contents |
Pt. 1. Basic Formulas -- Ch. 1. Salesmanship as an Art and a Science -- Ch. 2. The Basics of Customer Psychology -- Ch. 3. The Two Types of People in This World -- Ch. 4. Dynamic People -- Ch. 5. How to Sell to the Driven Person -- Ch. 6. How to Sell to the Influential/Sociable Person -- Ch. 7. How to Protect Yourself from Guilt and Anxiety -- Ch. 8. Discerning People -- Ch. 9. How to Sell to a Conscientious Person -- Ch. 10. How to Sell to a Steadfast Person -- Pt. 2. Advanced Chemistry -- Ch. 11. Portrait of the Artist as a Young Businessperson -- Ch. 12. How to Integrate Sales, Marketing, and Customer Service: Billion-Dollar Tips from a Guy Who's Been There -- Ch. 13. A Few More Words about Work, Struggle, and the Real Meaning of Success -- App. A. A Brief History of the DISC Behavioral Methodology and Competing DISC Products -- App. B. David Snyder's DISC Style Analysis Graphs -- How to Contact David Snyder and His Associates |
| Bibliography |
Includes bibliographical references and index |
| Subject |
Marketing.
|
|
Selling.
|
| Author |
American Management Association.
|
| LC no. |
00054313 |
| ISBN |
0814405991 (paperback) |
|
