Marks, Ronald B.,  1944- <br/><br/>
Personal selling :  a relationship approach / 
Ronald B. Marks. 
 - Seventh edition. 
 - xvii,, 548 pages :  illustrations (some colour) ;  28 cm 
<br/><br/>Includes bibliographical references and index. 
<br/><br/> The Role of Personal Selling --  A Career in Selling --  Toward Professionalism --  The 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 Win --  Win Relationships --  The Art of Closing --  Retail Selling --  A Special Type of Selling --  Self-Management --  Sales-Force Management --  Your First Sales Job --  Selling Yourself.  1.  2.  3.  4.  5.  6.  7.  8.  9.  10.  11.  12.  13.  14.  15.  16.  17. 
<br/><br/><label>ISBN: </label>1592602290 9781592602292 
<br/><br/><label>Subjects--Topical Terms: </label><br/>Selling<br/>Selling--Psychological aspects<br/>Selling--Vocational guidance
<br/><br/><label>LC Class. No.: </label>HF5438.25.  / M37 1997 
<br/><br/><label>Dewey Class. No.: </label>658.85