Selling : the personal force in marketing
著者
書誌事項
Selling : the personal force in marketing
Wiley, c1988
- : pbk
大学図書館所蔵 件 / 全10件
-
該当する所蔵館はありません
- すべての絞り込み条件を解除する
注記
Includes index
内容説明・目次
- 巻冊次
-
: pbk ISBN 9780471637660
内容説明
Based on comprehensive research, this informative book covers the theory and practice of personal selling. It presents a conceptually oriented treatment of the dynamics of selling and buying which assumes that selling in the firm can only be understood as an integral part of the total marketing effort. The various dimensions of sales positions are discussed along with the interrelationship between selling and the other functions of a marketing department, self management, understanding buyer behavior, various aspects of the sales call, different types of selling situations, telephone selling, legal and ethical aspects of selling, and career management. Case studies allow the reader to apply concepts in real-world situations. The book is illustrated and contains chapter objectives, questions, and exercises.
目次
- The Modern Salesperson
- Selling and the Marketing Effort
- Setting Objectives: The First Step in Self- Management
- Territory
- Management Strategies
- Developing Account and Call Strategies
- Understanding the Buyer as an Individual
- Different Approaches to Selling
- The Contact
- Sending Messages
- Supporting Your Message: Visual Aids and Demonstrations
- Securing Feedback
- Adjusting to the Prospect
- Handling Objections
- Closing and Post-Sale Activities
- Different Types of Selling Situations
- Using the Telephone in Selling
- The Legal and Ethical Dimensions of Selling
- Career Management.
- 巻冊次
-
ISBN 9780471864004
内容説明
Based on comprehensive research, this guide examines the theory and practice of personal selling. It presents a conceptually-oriented treatment of the dynamics of selling and buying which assumes that selling in the firm can only be understood as an integral part of the total marketing effort. The various dimensions of sales positions are discussed along with the interrelationship between selling and the other functions of a marketing department: self-management, understanding buyer behaviour, various aspects of the sales call, different types of selling situations, telephone selling, legal and ethical aspects of selling and career management. Case studies allow the reader to apply concepts in real-world situations. The book is illustrated and contains chapter objectives, questions and exercises.
目次
- The Modern Salesperson
- Selling and the Marketing Effort
- Setting Objectives: The First Step in Self-Management
- Territory
- Management Strategies
- Developing Account and Call Strategies
- Understanding the Buyer as an Individual
- Different Approaches to Selling
- The Contact
- Sending Messages
- Supporting Your Message: Visual Aids and Demonstrations
- Securing Feedback
- Adjusting to the Prospect
- Handling Objections
- Closing and Post-Sale Activities
- Different Types of Selling Situations
- Using the Telephone in Selling
- The Legal and Ethical Dimensions of Selling
- Career Management.
「Nielsen BookData」 より
