Art of Selling Intangibles

Art of Selling Intangibles

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Offers advice on selling securities and financial services, discusses cold calls, new prospects, seminars, and closing techniques, and looks at broker-client relationsHerea#39;s the story: My firm was underwriting a new issue of stock, Culligan, Inc., a manufacturer of water softeners. ... so I turned to the yellow pages (a marvelously helpful prospecting manual, by the way) and looked under water softeners. There were eight listings. I tried calling the first three but was unable to get through secretaries who were properly defending their bosses from unwanted solicitations.

Title:Art of Selling Intangibles
Author:LeRoy Gross
Publisher:Prentice Hall Press - 1988


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