The Giants of Sales

What Dale Carnegie, John Patterson, Elmer Wheeler, and Joe Girard Can Teach You About Real Sales Success

The Giants of Sales

Author: Tom Sant
Pub Date: March 2006
Print Edition: $19.95
Print ISBN: 9780814415986
Page Count: 224
Format: Paper or Softback
e-Book ISBN: 9780814429662

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Table of Contents


Part One: Selling in the Twenty-First Century

Chapter 1: Stating the Obvious

Chapter 2: Four Ways to Sell

Part Two: John Henry Patterson: The Process of Selling

Chapter 3: Desperate in Dayton

Chapter 4: A Primer on Process

Chapter 5: Patterson’s Legacy

Chapter 6: The Pros and Cons of Sales as a Process

Chapter 7: Making It Work for You

Part Three: Dale Carnegie: The Apostle of Influence

Chapter 8: The Young Man from Missouri

Chapter 9: The Carnegie Principles

Chapter 10: The 25-Year Overnight Success

Chapter 11: Carnegie’s Heirs

Chapter 12: Making It Work for You

Part Four: Elmer Wheeler: The Magic of Words

Chapter 13: Making Your Sales Sizzle

Chapter 14: Thinking and Buying

Chapter 15: Wheeler’s Deal

Chapter 16: The Language-Based Approach Today

Chapter 17: Making It Work for You

Part Five: Joe Girard: Priming the Pump

Chapter 18: Down and Out in Detroit City

Chapter 19: Finding the Law of 250 at a Funeral

Chapter 20: From Network to Nurture

Chapter 21: The Pros and Cons of Priming the Pump

Chapter 22: Making It Work for You

Part Six: Conclusion

Chapter 23: Looking Back to Look Ahead


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