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The Life Times and Career of the Professional
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accounts advantages advertising allows answer approach attitude buyer buying decision call reluctance chapter close the sale communication company's competition consumer cost customer benefit plan customer's demonstration determine develop discount discuss equipment ethical example feel firm give important industrial interest John Salley listen look manufacturing marketing plan meet merchandise negotiation nonverbal nonverbal communication organizations Paul Harvey percent personal computer personal selling positive price objection problems Procter & Gamble product benefits professional profit promotion proof statements prospect prospect's needs purchasing agent questions referrals relationship relationship marketing response retail sales call objective sales force sales job sales manager sales presentation methods sales promotion salesperson seller selling process selling techniques senser shown in Exhibit situation specific steps Successful salespeople talk techniques telephone tion tomer trial close Xerox