How to Sell a Service
Guidelines for Effective Selling in a Service Business
2nd Edition
Published on 24. October 1988
Book
Paperback/Softback
256 pages
978-0-434-91288-9 (ISBN)
Description
An examination of the whole sales process which aims to help the reader understand it more fully. Accompanying exercises and case studies are designed to enable the reader to develop the skills necessary for successful selling. The work is directed at students of business management and marketing who are interested in organizations that market services rather than goods and practitioners in all service industries who are responsible for marketing. Malcolm McDonald is author of "Marketing Plans".
More details
Series
Edition
2nd Revised edition
Language
English
Place of publication
Oxford
United Kingdom
Publishing group
Elsevier Science & Technology
Target group
Adult education
College/higher education
Edition type
Revised edition
Illustrations
index
Dimensions
Height: 230 mm
Width: 150 mm
Weight
42 gr
ISBN-13
978-0-434-91288-9 (9780434912889)
Copyright in bibliographic data is held by Nielsen Book Services Limited or its licensors: all rights reserved.
Schweitzer Classification
Content
The problems associated with selling a service; reaching the customers; opening the sales interview; benefit selling; dealing with objections; techniques for closing the sale; model answers.