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BOOK I & II |
A Review
by Author
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Forward: |
Col. Robert Scott
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Forward IA |
Ryan Heafey
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Introduction |
Clearing Up Matters III
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Chapter 1 |
Why Philosophy
exploring a general understanding of values
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Chapter 2 |
History & Philosophy
ah! what rare, pure, and exemplary gifts to man
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Chapter 3 |
Listen! Learn! Think! Prepare!---Then Sell!
the evolution of successful aerospace sales
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Chapter 4 |
Common Sense
one of the most rare traits of character
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Chapter 5 |
Knowledge/Responsibility
truth that is attained is the essential good of the mind
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Chapter 6 |
An Exchange of Value
it is not
what a salesperson takes from a
territory---it is what is given
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Chapter 7 |
The Dignity of Man
man and woman must learn to exchange
‘intrinsic value’ offered out of sheer dignity
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Chapter 8 |
Man and the Organization
and for
what reason; the customer
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Chapter 9 |
Leadership and Management
as long as
this is a free man’s world someone
has to lead
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Chapter 9a |
Leadership Breeds Success
success comes from culture
and core values
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Chapter 9b |
Leadership (continued)
leadership
is bred through readiness;
experience, knowledge, truth,
self-knowledge
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Chapter 9c |
Leadership (continued)
lessons
from the Reagan years
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Chapter 9d |
Leadership; Tough Lessons from Combat
an excerpt
from BOOK I
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Chapter 10 |
Effective Communication
our own
mind is strengthened by
communication with vigorous and orderly
minds
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Chapter 11 |
Ethics/Honesty
why the
study of philosophy complements
mans’
desire to be honest and ethical
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Chapter 12 |
Legacy and Culture
inter-linked with stability, time, and therefore,
concomitant performance
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Chapter 13 |
Time, Patience and the Lessons of History
participate in the feelings, thoughts, and
experience
of others from the past
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Chapter 14 |
Marketing Analysis
cultivating complete
independence of external circumstances
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Chapter 15 |
Full of the Problem
a Nobel
Prize winner, a Japanese navel officer,
leads to a corporate turn around
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Chapter 16 |
Marketing and Business Plan
an
original---based on in-depth marketing
analysis
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Chapter 17 |
Tactics and Strategy
in war
know your enemy;
in peace,
know your customer
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Chapter 18 |
Sell the Chair
do not
accept orders; plan
for the most dollars per seat
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Chapter 19 |
Initiative/Perseverance
once
started, never! never! give up
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Chapter 20 |
Why Companies Fail
lack of stability and control will
cause failure of a fighter;
same for a company
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Chapter 21 |
Self-Identity/Reliability
a man’s
character is defined by his word
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APPENDIX |
NOT INCLUDING NOTES ATTACHED
TO SEVERAL CHAPTERS APPENDIX |
