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What Do You Stand to Gain from Studying Selling?
CASE STUDY 1 IBM Marketing Representatives Do More than Sell
Selling and the Marketing Environment
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action advertising answer appointment approach arouse attention basic benefits better Bob Collins businessperson buying behavior buying decision callbacks career Chapter CLASS DISCUSSION cleaner closing the sale cold call competition consider consumer cost customers demonstration desire develop effective example factors feel firm follow-up Fuller Brush Company groups handle ideas important individual industry interest interview involves leads listening machine major marketing married couples merchandising motives need or want objections offer organization overall percent personal selling planning positive possible potential Price objections product or service professional profit purchase qualified prospect QUESTIONS FOR WRITTEN reasons REPORTS OR CLASS retail role sales force sales managers sales presentation Sales Problem sales promotion sales techniques sales/marketing salespeople salesperson Singer situation specific steps success talk techniques telephone tion vacuum cleaners words WRITTEN REPORTS