A to Z of Direct Selling

The 'A to Z' of Direct Selling takes an occasionally amusing look at the very serious business of DIRECT SELLING.The whole process of Direct Selling is treated including:Recruiting and Selecting salespeople.The Basic training of new recruitsField training and counsellingThe sales Cycle.Creating rapportEstablishing needsDeveloping DesireClosing the sale --- 17 closing techniques that work!Gathering referralsProspectingDirect callingApproach skills and making appointments.Designing and using the presenter.AttitudePOSIVIBECar salesObjections.Listening skillsSelf-beliefConfidenceSays Joe Thomas producer of over $250000 commission in 2003. It's a great little book written by a great salesman and full of great ideas!