Effective Industrial Selling
Published in September 1988
Book
Paperback/Softback
256 pages
978-0-434-91264-3 (ISBN)
Description
This book is designed to help industrial salespeople to improve and develop their selling skills and demonstrates how to sell industrial products more successfully in a competitive marketplace. Based on a self help approach each chapter is backed up with case studies and exercises. Malcolm McDonald is also the author of "Marketing Plans, How to Sell a Service" and "The Marketing Plan: A Practical Guide for Managers".
More details
Language
English
Place of publication
Oxford
United Kingdom
Publishing group
Elsevier Science & Technology
Target group
Adult education
College/higher education
Professional and scholarly
Illustrations
15 line drawings
Dimensions
Height: 230 mm
Width: 150 mm
Weight
425 gr
ISBN-13
978-0-434-91264-3 (9780434912643)
Copyright in bibliographic data is held by Nielsen Book Services Limited or its licensors: all rights reserved.
Schweitzer Classification
Content
Understanding the industrial buying process; getting organized to reach more customers; starting the sales interview; handling objections in a positive way; closing the sale.