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THEORY BEFORE PRACTICE
Understanding What Motivates Buying Action
How to Translate Product Features into Benefits
27 other sections not shown
ACTION advertising answer benefits better Bill Brown & Bigelow buyer buying motive call-backs Chabot College close sales cold call company's competitors concert pitch convincing cost creative idea creative salesman creative thinking customer's Cutco dealer decision demonstration earnings enthusiasm equipment example facts feel give Here's home office idea bank important increase industrial interested interview keep listen look machine ment objection offer pany pect Pitney-Bowes pre-approach presentation price objection problem product or service profit pros prospect purchasing agent question reason to buy Remington Rand retail sales manager sales talk selling techniques Smith-Corona sold story successful sure technique telephone tell territory things tion tomer trial close typewriter words