It will suffice here just to state what they are.
1. Preparation For Selling;
2. Prospecting;
3. The Plan Of Approach;
4. Securing An Audience;
5. Sizing Up The Buyer;
6. Gaining Attention;
7. Awakening Interest;
8. The Creation Of Desire;
9. Handling Objections;
10. The Process Of Decision;
11. Obtaining Signature or Assent;
12. The Get-Away That Leads To Future Orders.
[Sidenote: Five Degrees of Effort]
Another element of necessary knowledge about the selling process is the
classification of sales according to the five degrees of effort required
to close them.
1. A sale completed by response to the mere demand of the buyer.
_Example_--While a street car strike is on you are driving, an
automobile down town. A man in a hurry to catch a train stops you and
says, "I'll give you two dollars to take me to the station." You
transport him in response to his call for your services.
[Sidenote: Distinguish Degrees of Effort]
2. A sale completed by the buyer's acceptance on presentation only.
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