000			02019cam a22003854i 4500
005			20211105153016.0
008			010101s2006 ohua f b 001 0 eng d
011			_aBIB MATCHES WORLDCAT
020			_a1592602290
020			_a9781592602292
035			_a(ATU)b11591146
035			_a(OCoLC)227921259
040			_aOrLoB _beng _erda _cOrLoB _dATU
050	0	0	_aHF5438.25. _bM37 1997
082	0		_a658.85 _222
100	1		_aMarks, Ronald B., _d1944- _eauthor. _9445276
245	1	0	_aPersonal selling : _ba relationship approach / _cRonald B. Marks.
250			_aSeventh edition.
264		1	_aCincinnati, OH. : _bAtomic Dog, _c[2006]
264		4	_c©2006
300			_axvii,, 548 pages : _billustrations (some colour) ; _c28 cm
336			_atext _btxt _2rdacontent
337			_aunmediated _bn _2rdamedia
338			_avolume _bnc _2rdacarrier
504			_aIncludes bibliographical references and index.
505	0	0	_g1. _tThe Role of Personal Selling -- _g2. _tA Career in Selling -- _g3. _tToward Professionalism -- _tThe Salesperson's Legal and Ethical Responsibilities -- _g4. _tBuyer Behavior -- _g5. _tEffective Communication -- _g6. _tBeginning the Relationship Selling Process -- _g7. _tSuccessful Prospecting -- _g8. _tThe Approach -- _g9. _tProblem Recognition -- _g10. _tThe Presentation -- _g11. _tHandling Objections -- _g12. _tSales Negotiation: Building Win -- _tWin Relationships -- _g13. _tThe Art of Closing -- _g14. _tRetail Selling -- _tA Special Type of Selling -- _g15. _tSelf-Management -- _g16. _tSales-Force Management -- _g17. _tYour First Sales Job -- _tSelling Yourself.
588			_aMachine converted from non-AACR2, non-ISBD source record.
650		0	_aSelling _9323810
650		0	_aSelling _xPsychological aspects _9785130
650		0	_aSelling _xVocational guidance _9374628
907			_a.b11591146 _b22-08-17 _c27-10-15
998			_a(2)b _a(2)c _b06-04-16 _cm _da _feng _gohu _h0
945			_a658.85 MAR _g1 _iA469676B _j0 _lcmain _o- _p$149.23 _q- _r- _s- _t0 _u3 _v0 _w0 _x1 _y.i12944774 _z29-10-15
942			_cB
999			_c1202040 _d1202040