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Sell Your Way to Success

By (author) David M. Brownstone
Format: Paperback
Publisher: John Wiley and Sons Ltd, New York, United States
Imprint: John Wiley & Sons Inc
Published: 29th Apr 1981
Dimensions: w 140mm h 220mm
Weight: 283g
ISBN-10: 0471092428
ISBN-13: 9780471092421
Barcode No: 9780471092421

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Kirkus US
This is a low-key, conversational examination of selling as a profession - selling wholesale, selling retail, even selling yourself to a prospective employer. It covers the standard textbook fare, including the importance of appearance, the dynamics of the sales presentation (establishing contact, presenting an effective case, handling objections, etc.), and the final closing of the deal, "the climax of the sale." The author evidently subscribes wholeheartedly to the work ethic, for that philosophy provides the main thrust of the book: through hard work, honest commitment, and a good attitude, the salesperson can achieve success. This last - good attitude - is the keystone. Quotas, sales figures, and competition are secondary, as Brownstone sees it, to the higher sales virtues of honesty about your product, genuine interest in providing a service, and a humanistic approach toward the business. In the long run, we're led to believe, such ideals will pay off in bigger sales. Still, some of the high-minded theory gives way to practical realities as the author details methods of pressuring the customer to "close," and explains, "The selling process can be fun, but for the professional, it's closing that counts." You needn't be aggressive, in short, but don't bank on sheer good will. (Kirkus Reviews)