Essentials of personal selling : the new professionalism / Rolph Anderson.
Material type:
TextPublication details: Englewood Cliffs, N.J. : Prentice Hall, c1995.Description: xix, 476 p. : ill. (some col.) ; 24 cmISBN: - 0132878305
- 9780132878302
- HF5438.25 .A523
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Methodist University Library Main General Stacks | Reference | HF5438.25 .A523 (Browse shelf(Opens below)) | Available | 38967 |
Includes index
Today's professional salespeople 2
Adjusting to dynamic selling 32
Ethical and legal considerations for salespeople 64
Strategic understanding of your company, products, competitions and markets 94
Consumer and organizational markets: Adapting to rapid cultural change 120
Communicating effectively with diverse customers 154
Prospecting and qualifying: filling the salespersons pot of gold 190
Planning the sales call: steps to a successful approach 218
Sales presentation and demonstration: the pivotal exchange 252
Negotiating sales resistance and objections for win-win agreements 280
Confirming and closing the sale: start of the long term relationship 312
Following up: customer service and relationship building 342
Profitability managing your time and territory 372
Self-development for sales and personal success 402
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