| order getting (p. 504) | approach (p. 511) |
| order taking (p. 505) | sales presentation (p. 511) |
| order delivery (p. 505) | stimulus-response presentation (p. 512) |
| support salespeople (p. 506) | formula selling presentation (p. 512) |
| missionary salespeople (p. 506) | canned presentations (p. 512) |
| technical specialists (p. 506) | need-satisfaction presentation p. 512) |
| team selling (p. 506) | telemarketing (p. 513) |
| seminar selling (p. 507) | objections p. 513) |
| relationship selling (p. 507) | closing (p. 514) |
| prospecting (p. 509) | bribery (p. 525) |
| cold canvassing (p. 510) | follow-up (p. 515) |
| qualifying (p. 510) | sales plan (p. 515) |
| preparation (p. 510) | expense account report (p. 526) |
| sales territories (p. 515) | sales management (p. 515) |
| major account management (p. 516) | independent sales representatives (p. 516) |
| network (multilevel) selling (p. 517) | motivation (p. 519) |
| salary (p. 521) | commission (p. 521) |
| sales quota (p. 522) | bribes (p. 525) |
| call reports (p. 526) |
