Professional selling
著者
書誌事項
Professional selling
Allyn and Bacon, c1993
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注記
Includes bibliographical references and indexes
内容説明・目次
内容説明
Focuses on the development of communications skills, presenting the basics of how to design informative, persuasive and ethical verbal communications in a sales context. A range of topics that are applicable to the selling and communication process are covered.
目次
- Professional selling today
- value added and customer relationships
- ethics and professional selling
- individual consumer decision making
- the organization customer
- communicating with buyers
- self-management
- time management
- prospecting for sales
- preparing for the sale
- pre-presentation preparation
- the sales presentation
- persuasion
- handling customer objections
- partnering
- closing the sale
- post-sale activities.
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