Hawkins, Norval A. <br/><br/>
The selling process :  a handbook of salesmanship principles / 
Norval A. Hawkins 
 - Sixth Edition. 
 - Detroit :  Leopold Classic Library,  c2015 
 - 314 pages :  illustrations ;  26 cm. 
<br/><br/>CHAPTER I.THE SALES: First Factor of the Selling Process -- II. The man: Second Factor of the Selling Process -- III. The ship (or art): Third Factor of the Selling Process -- IV. Preparation: First of the Preparatory Steps of the Sale -- V. Prospecting: Second of the Preparatory Steps of the Sale -- VI. Approach and Audience: Third of the Preparatory Steps of the Sale -- VII. Sizing Up the buyer: First of the Presentation Steps of the Sale -- VIII. Gaining attention and awakening interest: Second of the Presentation Steps of the Sale -- IX. Persuading and creating desire: First of the Convincing Steps of the Sale -- X. Handling objections: Second of the Convincing Steps of the Sale -- XI. Securing decision and obtaining signature: First of the Closing Steps of the Sale -- XII. The get-away and lead to future orders: Second of the Closing Steps of the Sale. 
<br/><br/><label>Subjects--Topical Terms: </label><br/>SELLING -- HANDBOOK
<br/><br/><label>LC Class. No.: </label>HF 5438 .H39 [2015]