The Handbook of Selling
Psychological, Managerial and Marketing Bases
2nd Edition
Published on 22. March 1993
Book
Hardback
464 pages
978-0-471-60085-5 (ISBN)
Description
Updated and revised to present a clear yet basic understanding of the objectives, ideas and tools needed to sell effectively. Focuses on developing managerial skills, analyzing customers' requirements and personalities to create dynamic strategies. Discusses ways of handling objections; breaks down closing techniques; explores group dynamics involved in selling to a committee rather than individuals. New features include application of computer, video-recording and playback technology to develop and measure key behaviors in the sales process.
More details
Series
Edition
2nd Revised edition
Language
English
Place of publication
New York
United States
Publishing group
John Wiley and Sons Ltd
Target group
Professional and scholarly
Edition type
Revised edition
Dimensions
Height: 242 mm
Width: 185 mm
Thickness: 31 mm
Weight
804 gr
ISBN-13
978-0-471-60085-5 (9780471600855)
Copyright in bibliographic data and cover images is held by Nielsen Book Services Limited or by the publishers or by their respective licensors: all rights reserved.
Schweitzer Classification
Content
High-Performance Selling for the 1990s. The Communication Process in Selling. Strategy and Tactics for Conducting the Sales Call. Managing Sales Resistance. Strategy with Individuals. Strategy and Tactics with Groups. Logic, Creativity, and Suggestion in Selling. Guiding Buying Behavior. The Seller as a Self-Manager. Managing in Depth: An Analysis for Effective Action. Bibliography. Appendices. Glossary. Index.