Selling : the personal force in marketing

Author(s)

• Jackson, Donald W.
• Cunningham, William Hughes
• Cunningham, Isabella C. M.

Bibliographic Information

Selling : the personal force in marketing

by Donald W. Jackson, Jr., William H. Cunningham, Isabella C.M. Cunningham

Wiley, c1988

• : pbk

Note

Includes index

Description and Table of Contents

Volume

: pbk ISBN 9780471637660

Description

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.

Table of Contents

• 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.

Volume

ISBN 9780471864004

Description

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.

Table of Contents

• 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.

by "Nielsen BookData"

Details

• NCID: BA06961330
• ISBN:
  • 0471864005
  • 0471637661
• LCCN: 87029438
• Country Code: us
• Title Language Code: eng
• Text Language Code: eng
• Place of Publication: New York
• Pages/Volumes: xvii, 506 p.
• Size: 24 cm
• Classification:
  • LCC : HF5438.25
  • DC19 : 658.8/5
• Subject Headings:
  • LCSH : Selling