TITLE : SALES MEETINGS THAT SELL.

 
Contents
 
1    A Perspective		1
     How sales meetings evolved; understanding both the salesman and
     the front-row audience.
 
 
2	 Themes		18
     Their use and misuse; the need for unity; theme implementation;
     the role of the writer; excellence vs.
     mediocrity.
	
 
3	 The Accommodations			32
     Choosing the site: domestic, offshore, foreign,
     shipboard; dining, wining, and playing.
 
 
4    Executive Speeches		 51
     The art of writing for the ear; how to prepare and
     deliver an effective talk.
 
 
5    Media			67
     Films, slides, TV, live entertainment, and the	mechanical
     requirements.
 
 
6    Recognition		83
     How some of America's corporations practice the art
     ofencouragement.
 
 
7    Small Meetings	99
	 Communicating through involvement.
 
 
8    Evaluation and Followup 116
     Measurement by questionnaire; reuse of meeting materials;
     reinforcement and reactions.
 
 
9	 Nine Ways to Kill Sales Meeting	132
     Or, "Don't worry. Things will take care of themselves."
 
 
	 Appendix	149
     At-a-Glance Guide for Planners of Major Sales Meetings.
 
 
	Index	155