Contents -- Introduction -- Chapter 1: The Choice -- Chapter 2 The Chart -- Chapter 3 The Challenge -- Chapter 4: Sales Department or Sales FORCE? -- Chapter 5: Lessons from ''The Tour'' -- Chapter 6: Why You Must Quit Making Sales Calls -- Chapter 7: Getting in to See Anybody: Steps 3-9 in Your Process -- Chapter 8: What to Do if You ''Accidentally'' Get an Appointment Steps 10 11 and 12 -- Chapter 9: Do You Qualify? Steps 12 (Continued) and 13 -- Chapter 10: Doing the Work before You Get Paid for It and Other Secrets of SuccessSteps 14 and 15 -- Chapter 11: ''Closing'' Is a Funny Word for It: Step 16 -- Chapter 12 No Dessert until You Finish Your Peas -- Chapter 13: Service Is Not Something You Do When You're Too Tired to Sell -- Conclusion Working Your Way to Success -- Index.