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xx, 343 pages ; 22 cm, Offers practical tips and motivation for sales professionals, covering technology, selling skills, conducting an interview, asking for orders, overcoming objections, follow up, time management, and other related topics, Originally published: Nashville : Oliver-Nelson, ©1991, Includes bibliographical references (pages 333-336), You Made the Right Choice: A Career in the World's Oldest Profession -- Selling in the Modern Market: The Decade of Technology -- Finding Someone Willing to Buy: How to Stay in Business in the Profession of Selling -- Selling in the Real World: Dealing Effectively with Call Reluctance -- Sell by Design, Not by Chance: The Formula for Successful Selling Skills -- Questions Are the Answer: Beginning with Need Analysis -- The Conversational \"Interrogation\": Conducting the Comfortable Interview -- Making the Lights Go On: Need Awareness for the Sales Pro and the Sales Prospect -- Selling Solutions to People's Problems: Lead with Need -- The ABC's of Closing Sales: A.A.F.T.O.=Always Ask For The Order -- Closing More Sales More Often: A Q.U.I.E.T. Method for Overcoming Objections -- Beyond \"Customer Service\" to \"Customer Satisfaction\": Do You Give Up, Clean Up, or Follow Up? -- The Glamour of the Road: A Myth of the Selling Profession -- The Successful Sales Support System: How the Office and Family Can Empower Your Career -- Organization and Discipline: Gaining Control of Your Time and Your Life -- Getting the Person Right: Get the Person Right, Then Get the Salesperson Right