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Strategies and Resources for Teaching Selling IS1
Contents of Student Text Extended Contents
To the Student
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accounts activities advertising Analytical answer approach audiovisual aids basic buyer buying career Chapter cold calling communication competition consumer costs customer's customers decision demonstrate develop discounts discussion effective evaluation example explain features and benefits feel handling idea identify important increased industrial instructor interactive selling interest interview listening look Marketing Management marketing mix methods motives needs negotiation nonverbal communication objections percent personal computer personnel position price objection principled negotiation product or service profit prospect proxemics purchase Questions and Problems requires response retail Sales & Marketing sales call sales force sales manager sales presentation sales rep sales representative salesman salespeople salesper salesperson selling techniques skills strategy success talk target market techniques Telemagic telemarketing telephone tell tion trade typically Wall Street Journal WEAU