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 recruits, Field training and counselling, The sales Cycle. Creating rapport Establishing needs Developing Desire Closing the sale - 17 closing techniques that work Gathering referrals Prospecting Direct calling Approach skills and making appointments. Designing and using the presenter. Attitude POSIVIBE Car sales Objections. Listening skills Self-belief Confidence Says Joe Thomas, producer of over $250, 000 commission in 2003. "It's a great little book, written by a great salesman, and full of great ideas " | A To Z Of Direct Selling by Andrew Nelson, Paperback | Indigo Chapters