Confident Selling for the 90's
Publisher: Top of the Mountain Publishing
Published: 1992
Place of publication: Largo, Florida
Number of pages: 315
Subjects: Sales Psychology, Self-Improvement, Personal Identity
Genres: Nonfiction
Work titles: Second Part of a Trilogy on the Changing Nature of the Workforce
First sentence: The most important thing you have got to do is decide what you want to do.  Once you've made that decision the rest is easy.
Description: There has been a subtle change in the market of ideas as well as the selling of products, and that is that we are all partners in enterprise, and we have reached a new day in sophistication.  No longer will intimidation and finesse, or the manipulating of clients into buying what they may want but don't need and can't afford, be sustainable in the marketplace.  At the same time, marketeers and clients are now partners, not adversaries, committed to the profitable exchange of information. products and services.  This partnership is often not only between seller and buyer, but among competitors as well.  The byword today is confident selling through cooperation.
Notes: When I came back from South Africa, after living in Johannesburg and forming a new company of an American subsidiary, British affiliate and a South African chemical company, I returned to the United States heavy in heart having experienced what is called "apartheid," or the separate development of the races.  Growing up in the upper midwest, and never being around many African Americans, but having been somethign of a student of history, I could not help but see the commonality between South African history and that of the United States.  You ask, what does this have to do with selling?  It may surprise you to know I came to think it had everything to do with the way we are programmed to believe and behave.  I used the fundamental process of selling to write about identity, relationships and social exchange in the context of my experience.  Out of this came CONFIDENT SELLING FOR THE 90s.
Table of contents: pagenum: 23
title: Selling and Purposeful Goals
label: Chapter One; pagenum: 233
title: The Final Touch
label: Chapter Seven