With this book, home building professionals will learn how to build a rapport with prospective home buyers. Nowell's emphasis on questioning strategies and listening skills helps salespeople build relationships with potential customers and meet prospective buyer's specific needs.

Using handy checklists, worksheets, and examples, Davis helps readers face the challenges of deciding whether or not to use an agent, how to find one, estimating a price, and deciding which upgrades are worth making--and which ones are not--to add to their home's value.

Beginning with 1915 the Abstracts of decisions of the United States Customs court are included

True or false? In selling high-value products or services: 'closing' increases your chance of success; it is essential to describe the benefits of your product or service to the customer; objection handling is an important skill; open questions are more effective than closed questions. All false, says this provocative book. Neil Rackham and his team studied more than 35,000 sales calls made by 10,000 sales people in 23 countries over 12 years. Their findings revealed that many of the methods developed for selling low-value goods just don‘t work for major sales. Rackham went on to introduce his SPIN-Selling method. SPIN describes the whole selling process: Situation questions Problem questions Implication questions Need-payoff questions SPIN-Selling provides you with a set of simple and practical techniques which have been tried in many of today‘s leading companies with dramatic improvements to their sales performance.

Reprint of rare original catalog includes huge illustrated selection of building materials, fixtures and trimmings, complete with descriptions, specifications, and prices. Hundreds of black-and-white illustrations.

Vols. for 1891-1897 include decisions of the United States Board of General Appraisers.