Personal selling : a relationship approach / Ronald B. Marks.
Material type: TextPublisher: Cincinnati, OH. : Atomic Dog, [2006]Copyright date: ©2006Edition: Seventh editionDescription: xvii,, 548 pages : illustrations (some colour) ; 28 cmContent type:- text
- unmediated
- volume
- 1592602290
- 9781592602292
- 658.85 22
- HF5438.25. M37 1997
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 |
Browsing City Campus shelves, Shelving location: City Campus Main Collection Close shelf browser (Hides shelf browser)
658.85 ING Sell / | 658.85 JOH Relationship selling / | 658.85 KEL Malled : my unintentional career in retail / | 658.85 MAR Personal selling : a relationship approach / | 658.85 MIC How to become a successful saleswoman / | 658.85 PER Personal selling and sales management. | 658.85 STE Perfect pitch : the art of selling ideas and winning new business / |
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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