TY  - BOOK
AU  - Shinn,George
TI  - Introduction to professional selling
SN  - 0070569061
AV  - HF5438.25 .S485
PY  - 1982///
CY  - New York
PB  - Gregg Division, McGraw-Hill
KW  - Selling
N1  - 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
ER  -