Professional selling : a consultative approach / Karl F. Gretz, Steven R. Drozdeck, Walter J. Wiesenhutter.
Material type:
TextPublication details: Chicago : Irwin, c1996.Description: xxvii, 469 p. : ill. ; 26 cmISBN: - 0256143846
- 9780256143843
- HF5438.25 .G737
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Methodist University Library Wenchi Faculty | HF5438.25 .G737 (Browse shelf(Opens below)) | Available | 13183 |
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| HF5438.25 .F87 Fundamentals of selling : | HF5438.25 .F87 Fundamentals of selling : | HF5438.25 .F87 Fundamentals of selling : | HF5438.25 .G737 Professional selling : | HF5438.25 .G737 Professional selling : | HF5438.25 .G782 Mastering the essentials of sales : | HF5438.25 .G782 Mastering the essentials of sales : |
Includes bibliographical references and index
Introduction to professional selling: --
Sales: its role in the economy and in your life --
Ethics and legal issues in the sales profession --
The language of selling: --
Communication skills and customer relationships --
Customer rapport --
Buyer behavior and the buying process --
The dynamics of selling: --
Prospecting: the key to successful selling --
Knowledge: the key to success --
Planning the sales call --
Making the call: the presentation --
Meeting objections: dealing with questions, comments, and concerns --
Closing the sale: gaining commitment --
Service after the sale: analysis, duties, and responsibiities --
Increasing your sales effectiveness: --
Managing your personal effectiveness --
Managing your business --
Your sales manager and you --
Your future in professional selling: --
Special selling environments and skills --
Where do you go from here?
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