TY  - BOOK
AU  - Gschwandtner,Gerhard
TI  - Mastering the essentials of sales: what you need to know to close every sale 
SN  - 0071473866 (alk. paper)
AV  - HF5438.25 .G782 
PY  - 2006///
CY  - New York
PB  - McGraw Hill
KW  - Selling
N1  - Includes index; Part 1. The Basics of Sales Success --
The Story of Selling Power Magazine --
The Evolution of the American Sales Profession --
The Amazing John Henry Patterson --
How Do You Expand Your Knowledge? --
Selling Is Not a Place for Amateurs --
Customer Satisfaction Starts with the CEO --
Make Change Your Ally --
How to Gain Perspective --
The Four C's of Management --
The Triangle of Sales Success --
Teamwork Makes Dreams Work --
How Do You Create Trust? --
How Marines Motivate the Front Line --
How to Achieve Consistent Success --
An Urgent Reminder-Think Profits! --
Revitalize Your Sales Message --
Customer-Message Management --
What's Your Strategy for Selling in Tough Times? Ten-Point Plan for Success --
Replant to Grow --
Customer Relationships in a Slow Economy --
The Roadblocks to Selling an Idea --
Are You Selling Problems or Solutions? --
The Indomitable Times --
How Can We Manage the Zeitgeist? --
Part 2. Developing into a Sales Leader --
Are You Ready to Soar? --
Do You Use the Right Fuel for Your Engine? --
The Value of Curiosity --
The Power of Concentration --
How Long Do You Stay Focused? --
Focus on Productivity --
Who Charts Your Sales Progress? --
The Selling Power of Words --
Are You a Talk-aholic? --
What Influences the Brain of the Buyer? --
Turn Knowledge into Action --
Act Your Way to Success! --
How Do You React to Failure? --
How to Turn Setbacks into Comebacks --
How to Manage Disappointment --
Check Out Your New Employer --
Secrets of High Achievers --
Is Life an Adventure for You? --
How to Create Winning Attitudes --
Who Creates Happiness for You? --
Golf as a Closing Tool --
Putting Lessons --
Improve Your Game Plan --
Avoid Getting Squeezed --
How Effective Are Your Sales Calls? --
Cadillac Dreams
ER  -