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Personal selling : a relationship approach / Ronald B. Marks.

By: Material type: TextTextPublisher: Cincinnati, OH. : Atomic Dog, [2006]Copyright date: ©2006Edition: Seventh editionDescription: xvii,, 548 pages : illustrations (some colour) ; 28 cmContent type:
  • text
Media type:
  • unmediated
Carrier type:
  • volume
ISBN:
  • 1592602290
  • 9781592602292
Subject(s): DDC classification:
  • 658.85 22
LOC classification:
  • HF5438.25. M37 1997
Contents:
1. The Role of Personal Selling -- 2. A Career in Selling -- 3. Toward Professionalism -- The Salesperson's Legal and Ethical Responsibilities -- 4. Buyer Behavior -- 5. Effective Communication -- 6. Beginning the Relationship Selling Process -- 7. Successful Prospecting -- 8. The Approach -- 9. Problem Recognition -- 10. The Presentation -- 11. Handling Objections -- 12. Sales Negotiation: Building Win -- Win Relationships -- 13. The Art of Closing -- 14. Retail Selling -- A Special Type of Selling -- 15. Self-Management -- 16. Sales-Force Management -- 17. Your First Sales Job -- Selling Yourself.
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Holdings
Item type Current library Call number Copy number Status Date due Barcode
Book City Campus City Campus Main Collection 658.85 MAR (Browse shelf(Opens below)) 1 Available A469676B

Includes bibliographical references and index.

1. The Role of Personal Selling -- 2. A Career in Selling -- 3. Toward Professionalism -- The Salesperson's Legal and Ethical Responsibilities -- 4. Buyer Behavior -- 5. Effective Communication -- 6. Beginning the Relationship Selling Process -- 7. Successful Prospecting -- 8. The Approach -- 9. Problem Recognition -- 10. The Presentation -- 11. Handling Objections -- 12. Sales Negotiation: Building Win -- Win Relationships -- 13. The Art of Closing -- 14. Retail Selling -- A Special Type of Selling -- 15. Self-Management -- 16. Sales-Force Management -- 17. Your First Sales Job -- Selling Yourself.

Machine converted from non-AACR2, non-ISBD source record.

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