Table of Contents
Foreword Ken Blanchard xi
One of the Fine Things about This Book is That "It Works" xiii
The Challenge to Life xv
Preface xvii
Part 1 The Principles of Practical Psychology Used in Successful Negotiation 1
Chapter 1 Introduction 5
Chapter 2 You Need Intelligent Promotion to Succeed 12
Chapter 3 The Strategy of Master Salesmanship 27
Chapter 4 Qualities the Master Salesman Must Develop 38
Chapter 5 Autosuggestion, the First Step in Salesmanship 49
Chapter 6 The Master Mind 53
Chapter 7 Concentration 55
Chapter 8 Initiative and Leadership 62
Chapter 9 Qualifying the Prospective Buyer 68
Chapter 10 Neutralizing the Prospective Buyer's Mind 74
Chapter 11 The Art of Closing a Sale 81
Part 2 The Use of Salesmanship in Marketing Personal Services 91
Chapter 12 Choosing Your Job 95
Chapter 13 Selecting a Definite Major Aim as Your 101
Chapter 14 The Habit of Doing More than Paid for 104
Chapter 15 A Pleasing Personality 110
Chapter 16 Cooperation 118
Chapter 17 How to Create a Job 120
Chapter 18 How to Choose an Occupation 122
Chapter 19 How to Budget Your Time 130
Chapter 20 The Master Plan for Getting a Position 137
Part 3 What You May Learn from Henry Ford 149
Chapter 21 Singleness of Purpose 153
Chapter 22 Persistence 157
Chapter 23 Faith 160
Chapter 24 Decision 165
Chapter 25 Sportsmanship 168
Chapter 26 Budgeting of Time and Expenditures 172
Chapter 27 Humility 174
Chapter 28 The Habit of Doing More than One is Paid to Do 176
Chapter 29 Ford the Master Salesman 181
Chapter 30 Accumulation of Power 187
Chapter 31 Self-control 190
Chapter 32 Organized Effort 193
Chapter 33 Personal Initiative 196
Part 4 A Rule forWinning Friends that has Stood the Test of More than 4,000 Years of Time 201
Chapter 34 "If I Were President!" 205
Chapter 35 The Golden Rule in Use 212
Chapter 36 Mental Attitude Must Be Right 218
Chapter 37 Some Personal Experiences 223
Chapter 38 The War between Employers and Employees 226
Chapter 39 The New World 232
Chapter 40 Rounding Out Your Success Qualities for Leadership 243
