The alligator trap : how to sell without being turned into a pair of shoes

A concise "how-to" selling guide, The Alligator Trap is written for all salespeople--from the rookie to the seasoned veteran.

Based on solid research and first-hand experience, it is smartly organized into four pratical, simple-to-read sections--Establishing the Customer Relationship, Building Basic Skills, Identifying Buying Attitudes, and Partnering for the Long-Term.