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Selling as a Profession
The Golden Rule of Personal Selling
Ethics First Then Customer Relationships
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advantages advertising allows answer approach attitude believe build business casual buyer buying decision call reluctance chapter clients communication competition consumer cost DALE CARNEGIE demonstration determine develop discount discuss e-mail electronic calendar employees ethical example feel Golden Rule important industrial interest interview John Salley knowledge listen look manufacturer marketing plan markup meet method netiquette nonverbal nonverbal communication objection organization percent personal computer Personal Selling positive problems product's benefits professional profit promotion proof statements prospect questions referrals relationship response retail sales call sales force sales job sales manager sales presentation sales promotion salespeople salesperson seller selling process selling technique senser shown in Exhibit signals situation someone steps style success talk techniques telephone tell territory tion tomers Tree of Business trial close visual World Wide Web