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Personal Selling

by MARKS

  • ISBN: 9780132428842
  • ISBN10: 0132428849

Personal Selling

by MARKS

  • List Price: $115.00
  • Edition: 6TH
  • Publisher: 49,PH
  • Publish date: 03/01/2009
  • ISBN: 9780132428842
  • ISBN10: 0132428849
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Description: 1. The Role of Personal Selling. 2. A Career in Selling. 3. Toward Professionalism The Salesperson's Legal and Ethical Responsibilities. 4. Determinants of Buying 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. Relationship Selling: Winning Lifetime Customers. 15. Retail and Organizational Selling Special Types of Selling. 16. Self-Management. 17. Sales-Force Management. 18. Your First Sales Job Selling Yourself. Glossary. Index.
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