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Personal Selling A Relationship Approach

ISBN-10: 1592602290
ISBN-13: 9781592602292
Edition: 7th 2006
Authors: Ronald Marks
List price: $212.95
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Description: Personal Selling: A Relationship Approach, takes students through all of the elements of being successful at sales, including researching products and competitors; handling objections; making sales through in-person interviews or over the phone;  More...

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Book details

List price: $212.95
Edition: 7th
Copyright year: 2006
Publisher: CENGAGE Learning Custom Publishing
Publication date: 5/2/2006
Binding: Paperback
Size: 8.50" wide x 10.50" long x 1.00" tall
Weight: 2.332
Language: English

Personal Selling: A Relationship Approach, takes students through all of the elements of being successful at sales, including researching products and competitors; handling objections; making sales through in-person interviews or over the phone; identifying the types of customers and how to sell to each type; and selling into corporations.

The Role of Personal Selling
A Career in Selling
Toward ProfessionalismThe Salesperson's Legal and Ethical Responsibilities
Buyer Behavior
Effective Communication
Beginning the Relationship Selling Process
Successful Prospecting
The Approach
Problem Recognition
The Presentation
Handling Objections
Sales Negotiation: Building WinWin Relationships
The Art of Closing
Retail SellingA Special Type of Selling
Self-Management
Sales-Force Management
Your First Sales JobSelling Yourself

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