29 of 30 people found the following review helpful
on August 21, 2000
I found the beginning of this book difficult to get through. The ideas didn't seem well thought out at first. The recommendations for research were ancient. Once the author got into the "meat" of selling, the book was much better. It has very sound advice for beginning sales reps in regard to customer handling, objection handling, and asking open-ended questions. A seasoned sales rep would find this book a waste of time. A much better read is "Stop Telling, Start Selling" by Linda Richardson or the "Guerrilla Selling" series by Jay Conrad Levinson.