Table of Contents -- Introduction -- Opening Remarks -- Part Two: Developing Prospects and Making Contacts -- 20 What Kinds of Results Do You Expect from Your Sales Call? -- 21 How Important Is It for You to Understand a Customer's Business? -- 22 Should Like Title Call on Like Title? -- 23 Are Personal Referrals the Best Way to Achieve Sales? -- 24 Does Cold-Calling, Either over the Phone or in Person, Work? -- 25 Should You Show Up Without an Appointment? -- 26 When Is Breaking an Appointment Okay? -- 27 What Is the Value of Attending Trade Shows? -- 28 Are Trade Associations a Good Way to Meet People? -- 29 How Do You Make the Most Out of a Product Demonstration Meeting? -- 30 How Much Time Should You Allow for a Meeting and How Long Should It Take? -- 31 How Should You Identify the Actual Decision Maker and All Players Within the Company? -- 32 How Important Is It to Remember Names? -- 33 When Do You Bring Technical Support with You? -- 34 How Do You Approach Multiple Contacts in the Same Company? -- 35 Can You Ask a Prospect Whom They Compete With? -- 36 Can You Identify to Whom Your Customer Is Providing Materials, and Is It Right to Target His Internal Customer? -- 37 Is Your Prospect a One-Time Deal? How Do You Treat Them? -- 38 Does Promotional Material Have an Influence? -- 39 Do Samples Help Open Doors? -- 40 Should Dirty Laundry Be Discussed About Your Company? -- 41 Are There People You Are Just Not Going to Do Business With? -- 42 How Does Multimedia Help to Develop New Prospects? -- 43 Can You and Should You Take Advantage of an Untrained Buyer? -- 44 Are Consumer Rebate Programs Valuable in Moving Merchandise? -- 45 How Should You Handle Rejection? -- Part Three: Pitching, Negotiating, and Landing the Account -- 46 Is There Really Such a Thing as a Free Lunch? Does the Salesperson Really Ever Give Anything Away?.

47 Are Sales Decisions Based More on the Price, Brand, Quality, or Salesperson? -- 48 Is the Promise of Future Work Enough to Make Up for Lowering Prices at the Outset of the Relationship? -- 49 What Can You Offer Your Customer That Will Be Seen as a Benefit in Their Eyes? -- 50 What Are the Most Important Things a Salesperson Can Do to Gain Trust? -- 51 How Important Is a Factory Visit by the Client? -- 52 Should You Bring Your Manager/VP in on a Sales Call? -- 53 Is a Direct Approach of Asking for the Order Okay? -- 54 What Is the Importance of Having the Power and Authority to Make a Final Deal? -- 55 Regardless of Legality, Do Kickbacks or Expensive Gifts Play an Important Role in Landing a New Contact? -- 56 The Client Is Willing to Pay for Products or Services the Salesperson Knows They Don't Really Need. Should the Salesperson Alert Them? -- 57 The Client Is in a Bind and Needs a Product or Service in an Emergency. Should the Price Go Up? -- 58 How Effective Are Scare Tactics in Sales? ("You'll Lose Money If You Don't…" "Your Business Could Be in Danger Unless You…") -- 59 You Aren't Getting Anywhere with the Person You're Trying to Sell To. Should You Seek a Higher Authority? -- 60 Is There a Time When You Let an Order Go to a Competitor or Even Suggest That It Does? -- 61 Can a Pitch or Presentation Be Cookie-Cutter? Or Does It Need to Be Completely Customized for Each Prospect? -- 62 Can a Salesperson Recover from a Bad Presentation? -- 63 How Important Is Determining When the Buyer Requires the Quotation? -- 64 How Important Is Determining When the Buyer Requires the Material? -- 65 Should You Ever Lose an Order Because of Delivery? -- 66 Should "Fine Print" in Your Quotation Be Divulged? -- 67 How Important Is It That You Understand the Buyer's Requisition? -- 68 When Is a Verbal Agreement Okay?.

69 Must You Know Your Competitor's Weaknesses and Strengths? -- 70 At What Point Do You Just Walk Away? -- 71 The Client Has Called the Salesperson's Bluff. Can the Salesperson Still Backtrack and Save Face? -- Part Four: Managing the Relationship -- 72 Should Work Ever Get Started Before the Contract Is Signed? -- 73 The Contract Is Signed. How Often Should the Salesperson Stay in Touch? -- 74 Should the Salesperson Be Present at Project Meetings? -- 75 Are Web Meetings Acceptable? Or Is Face-to-Face the Best Way? -- 76 Can the Client and Salesperson Ever Really Be Friends? Or Will the Salesperson Always Look for the Up-Sell Opportunity and the Client Always Be Skeptical? -- 77 How Much of the Salesperson's Personal Life Can Be Shared Without Turning Off the Buyer? -- 78 How Important Is Loyalty? -- 79 Can You Work Together in Spite of a Personality Conflict? -- 80 Is It Important to Work with Your Customer to Develop a New Product for Him? -- 81 The Seller Helped the Buyer During Lean Times (or Vice Versa). What, If Anything, Is Owed? -- 82 When the Product Doesn't Work or the Service Is Poor, Does Responsibility Fall on the Salesperson's Shoulders? Or Can He or She Pass the Buck? -- 83 There Was a Mistake in Pricing. Can the Salesperson Ask for an Increase? -- 84 Can the Damage Done after a Failed Order Ever Be Repaired? How? -- 85 The Thank You after the Receipt of the Order-Is It Important? -- 86 How Do You Maintain Your Position When There Is No Business to Be Done? -- 87 Should You Expect to Know Why You Lost an Order and to Whom? -- 88 How Can You Tell If You Are Spreading Yourself Too Thin? -- 89 How Do You Avoid Overcommitting and Underachieving? -- 90 Do You Sell from the Top Down or Start at the Bottom and Work Your Way Up? -- 91 How Does Customer Service Affect the Sales Effort? Are the Two Dependent on Each Other?.

92 How Important Is It to Look for Ways to Improve Each Year? -- 93 Is the Customer Always Right? -- Part Five: Just for Fun -- 94 What Was Your Worst-Ever Order? -- 95 Have You Ever Really Gotten into a Salesperson's or Client's Face? -- 96 Who Was Your Most Memorable Character You've Ever Had to Work With? -- 97 What Sage Advice Would You Pass On to Others Looking to Build a Career in Sales? -- Closing Remarks -- Index -- A -- B -- C -- D -- E -- F -- G -- H -- I -- J-K -- L -- M -- N -- O -- P -- Q -- R -- S -- T -- U -- V -- W.