Introduction; Chapter 1: The Choice; Chapter 2 The Chart; Chapter 3 The Challenge; Chapter 4: Sales Department or Sales FORCE?; Chapter 5: Lessons from ''The Tour''; Chapter 6: Why You Must Quit Making Sales Calls; Chapter 7: Getting in to See Anybody: Steps 3-9 in Your Process; Chapter 8: What to Do if You ''Accidentally'' Get an Appointment Steps 10 11 and 12; Chapter 9: Do You Qualify? Steps 12 (Continued) and 13; Chapter 10: Doing the Work before You Get Paid for It and Other Secrets of SuccessSteps 14 and 15; Chapter 11: ''Closing'' Is a Funny Word for It: Step 16
Summary
For all those salespeople who never planned on a career in sales ... a unique, new plan to improve their selling skills
