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Introduction to professional selling / George Shinn.

By: Material type: TextSeries: The Gregg/McGraw-Hill marketing seriesPublication details: New York : Gregg Division, McGraw-Hill, c1982.Description: ix, 406 p. : ill. (some col.) ; 24 cmISBN:
  • 0070569061
Subject(s): LOC classification:
  • HF5438.25 .S485
Contents:
Professional selling 2 Careers in selling 26 Defining your sales personality 56 Product Knowledge 85 How and why people buy 111 Prospecting and getting ready to sell 142 The approach 166 The sales presentation 184 Handling Objections 214 Closing the date 237 Retail Selling 261 Time and territory management 290 Non personal selling 312 Improving sales performance 345 Finding and succeeding in a sales career 368 Glossary 395 Index 400
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Cover image Item type Current library Home library Collection Shelving location Call number Materials specified Vol info URL Copy number Status Notes Date due Barcode Item holds Item hold queue priority Course reserves
Books Methodist University Library Main General Stacks HF5438.25 .S485 (Browse shelf(Opens below)) Available 13080
Books Methodist University Library Main General Stacks HF5438.25 .S485 (Browse shelf(Opens below)) Available 13095
Books Methodist University Library Tema General Stacks HF5438.25 .S485 (Browse shelf(Opens below)) Available 22964
Books Methodist University Library Tema General Stacks HF5438.25 .S485 (Browse shelf(Opens below)) Available 22968
Books Methodist University Library Tema General Stacks HF5438.25 .S485 (Browse shelf(Opens below)) Available 22970
Books Methodist University Library Tema General Stacks HF5438.25 .S485 (Browse shelf(Opens below)) Available 22967
Books Methodist University Library Tema General Stacks HF5438.25 .S485 (Browse shelf(Opens below)) Available 22966
Books Methodist University Library Tema General Stacks HF5438.25 .S485 (Browse shelf(Opens below)) Available 22969
Books Methodist University Library Tema General Stacks HF5438.25 .S485 (Browse shelf(Opens below)) Available 22971
Books Methodist University Library Tema General Stacks HF5438.25 .S485 (Browse shelf(Opens below)) Available 22965
Books Methodist University Library Wenchi Faculty HF5438.25 .S485 (Browse shelf(Opens below)) Available 13078
Books Methodist University Library Wenchi Faculty HF5438.25 .S485 (Browse shelf(Opens below)) Available 13079
Books Methodist University Library Wenchi Faculty HF5438.25 .S485 (Browse shelf(Opens below)) Available 13098
Books Methodist University Library Wenchi Faculty HF5438.25 .S485 (Browse shelf(Opens below)) Available 13099
Books Methodist University Library Wenchi Faculty HF5438.25 .S485 (Browse shelf(Opens below)) Available 13100
Books Methodist University Library Wenchi Faculty HF5438.25 .S485 (Browse shelf(Opens below)) Available 13087
Books Methodist University Library Wenchi Faculty HF5438.25 .S485 (Browse shelf(Opens below)) Available 13088
Books Methodist University Library Wenchi Faculty HF5438.25 .S485 (Browse shelf(Opens below)) Available 13081
Books Methodist University Library Wenchi Faculty HF5438.25 .S485 (Browse shelf(Opens below)) Available 13094
Books Methodist University Library Wenchi Faculty HF5438.25 .S485 (Browse shelf(Opens below)) Available 13083

Includes index.

Professional selling 2
Careers in selling 26
Defining your sales personality 56
Product Knowledge 85
How and why people buy 111
Prospecting and getting ready to sell 142
The approach 166
The sales presentation 184
Handling Objections 214
Closing the date 237
Retail Selling 261
Time and territory management 290
Non personal selling 312
Improving sales performance 345
Finding and succeeding in a sales career 368
Glossary 395
Index 400

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