Personal Selling A Relationship Approach

Name: Personal Selling A Relationship Approach
Price: 5.7 USD
Availability: InStock
ISBN: 9781592602292

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; identifying the types of customers and how to sell to each type; and selling into corporations.

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




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