"It's the first book written in collaboration with credit card processing and business experts from across the country," says Bill Pirtle, C3ET president and guest "Street Smarts" columnist for the Green Sheet from April of 2011 through March of 2012. "The book is expected to standardize training for sales agents and ISOs (independent sales organizations). It will fill a niche that has been lacking." In his Foreword, Daniel Neistadt says "Credit Card Processing for Sales Agents and the accompanying study guide will help the sales agents and ISOs to generate more profit while helping them better understand the industry. These are exciting times."
The book's contributors represent the entire breadth of the industry, from CEOs (two of whom are founders of what is now known as the Electronic Transactions Association [ETA]), sales trainers, and executives to value-added resellers, attorneys, media experts, and business consultants. Expertise on sales topics is contributed by New York Times best-selling author, Brian Tracy, and on cold calling by international expert, Greg Grimer. A total of 39 authors and 44 chapters in all bring comprehensive training to agents and ISOs alike.
Over 600 information-packed pages deliver industry expertise on topics such as sales techniques, POS systems, terminals, contracts, ethics, and more. The sections are Introduction; MLS Development; Finding Prospects, Selling Process; Terminals & Gateways; Value-Added Products; and ISO Topics. Chapters include Basic Concepts; Legal Strategy for the MLS; Information is Power; Ethics & Value; Navigating Interchange; Associations, Prospecting; Phone Sales; Check 21 & ACH Processing, and Gift Cards.