Personal Selling: A Relationship Approach / Edition 6

Personal Selling: A Relationship Approach / Edition 6

by Ron Marks
     
 

ISBN-10: 0132428849

ISBN-13: 9780132428842

Pub. Date: 11/01/1996

Publisher: Prentice Hall Professional Technical Reference

'Personal Selling' emphasizes skills that will help students make a success of their initial selling assignments. Field-proven methods for prospecting, approaching, questioning, presenting, and closing are explained, along with numerous examples.  See more details below

Overview

'Personal Selling' emphasizes skills that will help students make a success of their initial selling assignments. Field-proven methods for prospecting, approaching, questioning, presenting, and closing are explained, along with numerous examples.

Product Details

ISBN-13:
9780132428842
Publisher:
Prentice Hall Professional Technical Reference
Publication date:
11/01/1996
Edition description:
6TH
Pages:
585
Product dimensions:
8.24(w) x 10.28(h) x 1.10(d)

Table of Contents

Ch. 1The Role of Personal Selling1
Ch. 2A Career in Selling34
Ch. 3Toward Professionalism: The Salesperson's Legal and Ethical Responsibilities69
Ch. 4Determinants of Buying Behavior89
Ch. 5Effective Communication123
Ch. 6Beginning the Relationship Selling Process154
Ch. 7Successful Prospecting190
Ch. 8The Approach227
Ch. 9Problem Recognition256
Ch. 10The Presentation282
Ch. 11Handling Objections312
Ch. 12Sales Negotiation: Building Win-Win Relationships339
Ch. 13The Art of Closing366
Ch. 14Relationship Selling: Winning Lifetime Customers395
Ch. 15Retail and Organizational Selling - Special Types of Selling430
Ch. 16Self-Management464
Ch. 17Sales-Force Management500
Ch. 18Your First Sales Job - Selling Yourself540
Glossary571
Index577

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