Title The giants of sales : what Dale Carnegie, John Patterson, Elmer Wheeler, and Joe Girard can teach you about real sales success / Tom Sant. [O'Reilly electronic resource]

Publication Info.

New York : AMACOM, American Management Association, c2006.

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Available on O'Reilly for Public Libraries

Bookmark link: https://library.naperville-lib.org:444/record=b3186607~S1

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Description	1 online resource
Bibliography	Includes bibliographical references and index.
Contents	Selling in the Twenty-First Century -- Stating the Obvious -- Four Ways to Sell -- John Henry Patterson: The Process of Selling -- Desperate in Dayton -- A Primer on Process -- Patterson's Legacy -- The Pros and Cons of Sales as a Process -- Making It Work for You -- Dale Carnegie: The Apostle of Influence -- The Young Man from Missouri -- The Carnegie Principles -- The 25-Year Overnight Success -- Carnegie's Heirs -- Making It Work for You -- Elmer Wheeler: The Magic of Words -- Making Your Sales Sizzle -- Thinking and Buying -- Wheeler's Deal -- The Language-Based Approach Today -- Making It Work for You -- Joe Girard: Priming the Pump -- Down and Out in Detroit City -- Finding the Law of 250 at a Funeral -- From Network to Nurture -- The Pros and Cons of Priming the Pump -- Making It Work for You -- Looking Back to Look Ahead.
Summary	Sales theories come and sales theories go, but nothing beats learning from the original masters. The Giants of Sales introduces readers to the techniques developed by four legendary sales giants, and offers concrete examples of how they still work in the 21st century.
Subject	Selling.
	Sales management.
	Vente.
	Ventes -- Gestion.
	selling.
	Sales management
	Selling
Other Form:	Print version: The giants of sales New York : AMACOM, c2006. 0814472915 (DLC) 2005033827
ISBN	9780814429662 ebook
	0814429661
	paperback
	hardback
	0814472915
	9780814472910
Standard No.	2381382
	9780814472910

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