The 36 biggest mistakes salesmen make and how to correct them : [the 36 mistakes in selling that keep thousands of salesmen from reaching peak performance and top income, w/solutions that have proved amazingly effective...][Rationalizing away sales failures - - Coming back with the same old pitch -- Giving up too quickly -- Being a two-dimensional man -- Spurning available facts and figures -- Ignoring the customer's customer -- Flouting the law of attrition -- Forgetting the rest of the team -- Overlook ing the value of dry-run calls -- Ignoring the buying influentials -- The mistake of fearing a prospect -- Underutilizing your own resources -- Trying to sell without customer knowledge -- Going over the buyer's head -- Underrating sales ]

Englewood Cliffs, N.J. : Prentice-Hall, 1988, ©1963, 1988. Very Good. x, 214 p. ; 24 cm. ; ISBN: 0139189394 (pbk.); 9780139189395 (pbk.) ; LC: HF5438.K2 1988; Dewey: 658.85 ; OCLC: 605565203 ; stiff paper wrappers ; "The definitive guide to successful selling. This classic work shows sales people in all fields and industries how to identify those small and not-so-small mistakes which can be fatal in closing deals. George N. Kahn has been one of the nation's leading sales writers and trainers for more than 30 years" ; Contents: Rationalizing away sales failures - - Coming back with the same old pitch -- Giving up too quickly -- Being a two-dimensional man -- Spurning available facts and figures -- Ignoring the customer's customer -- Flouting the law of attrition -- Forgetting the rest of the team -- Overlooking the value of dry-run calls -- Ignoring the buying influentials -- The mistake of fearing a prospect -- Underutilizing your own resources -- Trying to sell without customer knowledge -- Going over the buyer's head -- Underrating sales training - - Rushing the big order -- Being and ungracious host -- Not handling the product with care -- etc etc ; VG