A to Z of Direct Selling - Andrew Nelson - Bog

The 'A to Z' of Direct Selling takes an occasionally amusing look at the very serious business of DIRECT SELLING.
The whole process of Direct Selling is treated, including:
Recruiting and Selecting salespeople.
The Basic training of new recruits,
Field training and counselling,
The sales Cycle.
Creating rapport
Establishing needs
Developing Desire
Closing the sale --- 17 closing techniques that work!
Gathering referrals
Prospecting
Direct calling
Approach skills and making appointments.
Designing and using the presenter.
Attitude
POSIVIBE
Car sales
Objections.
Listening skills
Self-belief
Confidence
Says Joe Thomas, producer of over $250,000 commission in 2003. "It's a great little book, written by a great salesman, and full of great ideas!"