영문목차
Preface ix
PART ONE SELLING IN THE TWENTY-FIRST CENTURY
1 Stating the Obvious 3
2 Four Ways to Sell 15
PART TWO JOHN HENRY PATTERSON: THE PROCESS OF SELLING
3 Desperate in Dayton 25
4 A Primer on Process 37
5 Patterson's Legacy 53
6 The Pros and Cons of Sales as a Process 65
7 Making It Work for You 78
PART THREE DALE CARNEGIE: THE APOSTLE OF INFLUENCE
8 The Young Man from Missouri 85
9 The Carnegie Principles 91
10 The 25-Year Overnight Success 104
11 Carnegie's Heirs 110
12 Making It Work for You 116
PART FOUR ELMER WHEELER: THE MAGIC OF WORDS
13 Making Your Sales Sizzle 123
14 Thinking and Buying 128
15 Wheeler's Deal 137
16 The Language-Based Approach Today 153
17 Making It Work for You 162
PART FIVE JOE GIRARD: PRIMING THE PUMP
18 Down and Out in Detroit City 171
19 Finding the Law of 250 at a Funeral 177
20 From Network to Nurture 183
21 The Pros and Cons of Priming the Pump 193
22 Making It Work for You 198
PART SIX CONCLUSION
23 Looking Back to Look Ahead 205
Notes 213
Index 223