Professional Selling
Published on 1. January 1993
Book
Hardback
464 pages
978-0-205-14139-5 (ISBN)
Description
Focuses on the development of communications skills, presenting the basics of how to design informative, persuasive and ethical verbal communications in a sales context. A range of topics that are applicable to the selling and communication process are covered.
More details
Language
English
Place of publication
Old Tappan
United States
Publishing group
Pearson Education (US)
Target group
College/higher education
Professional and scholarly
Illustrations
Illustrations
Dimensions
Height: 240 mm
Width: 180 mm
Weight
800 gr
ISBN-13
978-0-205-14139-5 (9780205141395)
Copyright in bibliographic data is held by Nielsen Book Services Limited or its licensors: all rights reserved.
Schweitzer Classification
Content
Professional selling today; value added and customer relationships; ethics and professional selling; individual consumer decision making; the organization customer; communicating with buyers; self-management; time management; prospecting for sales; preparing for the sale; pre-presentation preparation; the sales presentation; persuasion; handling customer objections; partnering; closing the sale; post-sale activities.