Handbook of selling : psychological, managerial, and marketing dynamics
著者
書誌事項
Handbook of selling : psychological, managerial, and marketing dynamics
（Wiley series on marketing management）
J. Wiley, c1993
2nd ed
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注記
Includes bibliographical references (p. 317-324) and index
内容説明・目次
内容説明
Updated and revised to present a clear yet basic understanding of the objectives, ideas and tools needed to sell effectively. Focuses on developing managerial skills, analyzing customers' requirements and personalities to create dynamic strategies. Discusses ways of handling objections; breaks down closing techniques; explores group dynamics involved in selling to a committee rather than individuals. New features include application of computer, video-recording and playback technology to develop and measure key behaviors in the sales process.
目次
High-Performance Selling for the 1990s. The Communication Process in Selling. Strategy and Tactics for Conducting the Sales Call. Managing Sales Resistance. Strategy with Individuals. Strategy and Tactics with Groups. Logic, Creativity, and Suggestion in Selling. Guiding Buying Behavior. The Seller as a Self-Manager. Managing in Depth: An Analysis for Effective Action. Bibliography. Appendices. Glossary. Index.
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