Creative selling: the competitive edge
William H. Bolen, United States. Small Business Administration. Management Assistance Division. Support Services Branch
U.S. Small Business Administration, Management Assistance Office, Support Services Branch, 1983 - Business & Economics - 6 pages
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additional Appliance approach appropriate asking automatic Benefits better builds businessperson call for order-getters carpet chances choices cleaning clerk Closing techniques clothes Competitive Edge Counterquestion Creative Effort creative salesperson creative selling process customer buys Customer Involvement customer's dance delivery dress looks effective salesperson effective selling emphasized employees encourage example fabrics fast Figure firm fitting room Friday Handling Objections hear help implies purchase important Initial Contact items lawn service lose Message Adaptation order Order-Handler Order-Taker out-of-date person sells phone piece Pleasant personality positive note positive suggestion presenting merchandise price product and service Product knowledge product or service promote sales Regular Customer Prospecting repair repeat business Response Restate result Routine sales follow Sales Follow-Up sales personnel sales presentation salespeople salesperson should know Selling effort selling situation service business service retail shoes show small business statement store suggestion selling take the initiative telephone tell Thank trip types waiting customer want watch