- 1Dedication — Chapter I — The Man Who Can Sell Things
- 2Chapter II — Training the Salesman
- 3Chapter III — The Most Important Subjects of Study
- 4Chapter IV — Making a Favorable Impression
- 5Chapter V — The Selling Talk or “Presentation”
- 6Chapter VI — The Approach and Expression
- 7Chapter VII — The Ability to Talk Well
- 8Chapter VIII — How to Get Attention
- 9Chapter IX — Tact as a Friend-Winner and Business-Getter
- 10Chapter X — Sizing Up the Prospect
- 11Chapter XI — How Suggestion Helps in Selling
- 12Chapter XII — The Force of Cheerful Expectancy
- 13Chapter XIII — The Gentle Art of Persuasion
- 14Chapter XIV — Helping the Customer to Buy
- 15Chapter XV — Closing the Deal
- 16Chapter XVI — The Greatest Salesman — Enthusiasm
- 17Chapter XVII — The Man at the Other End of the Bargain
- 18Chapter XVIII — Meeting and Forestalling Objections
- 19Chapter XIX — Quality as a Salesman
- 20Chapter XX — A Salesman’s Clothes
- 21Chapter XXI — Finding Customers
- 22Chapter XXII — When You Are Discouraged
- 23Chapter XXIII — The Stimulus of Rebuffs
- 24Chapter XXIV — Meeting Competition: “Know Your Goods”
- 25Chapter XXV — The Salesman and the Sales Manager
- 26Chapter XXVI — Are You a Good Mixer?
- 27Chapter XXVII — Character Is Capital
- 28Chapter XXVIII — The Price of Mastership
- 29Chapter XXIX — Keeping Fit and Salesmanship
- 30Appendix — Sales Pointers
Selling Things
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