Personal selling : a relationship approach
著者
書誌事項
Personal selling : a relationship approach
Prentice Hall, 1997
6th ed
大学図書館所蔵 件 / 全5件
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注記
Includes bibliographical references and index
内容説明・目次
内容説明
This introduction to selling provides students not only with a solid background in concepts, but with hands-on experience through integrated selling discussions under realistic conditions.
目次
- The role of personal selling
- a career in selling
- toward professionalism
- the salespersons legal and ethical responsibilities
- determinants of buying behaviour
- effective communication
- beginning the relationship selling process
- successful prospecting
- the approach
- the recognition process
- the presentation
- handling objections
- sales negotiation - building win-win relationships
- the art of closing
- relationship selling
- retail and organizational selling special types of selling
- self-management
- sales-force management - building the sales force
- your first sales job selling yourself.
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