CONFIDENT SELLING (1970): This was a unique book for its time in that it didn’t look at the prospect that the salesman was calling on so much as it looked at the psyche of the salesman. The book’s premise was that fear of failure or rejection was built-in to the salesman’s approach and doomed him in most cases to failure. Too often he looked at the customer as an adversary and not a partner, as someone to out finesse, not someone with whom to joint problem solve from the same side of the table. The book exploded on the market and went through more than thirty printings and two editions, and was in print for more than twenty years. Although no longer in print, it is available on some remainder lists on the Internet with ideas as fresh as they were more than a generation ago.

ISBN: 0-13-167510-9: available as remainder book by Internet providers in soft and hardbound edition (189 pages, bibliography, index). Otherwise, out-of-print.