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PART ONE SELLING AS A PROFESSIONAL CAREER
Opportunities in Sales
PART TWO THE PSYCHOLOGY OF SELLING
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activity advertising Antique Olive appointment behavior Beth body language buyer buying motives buying signals Carl chapter clients closing interview cognitive dissonance cold calls commitment communication skills company's competition competitors consumer creative customer's customers develop discussed effective employers ethical example Explain feel field Figure Formula-Need theory goals important industry interest keep listening look machine management by objectives manufacturer needs organization overhead projector person positive mental attitude potential pre-approach letter problem product knowledge product or service products and services profes Professional salespeople prospect cards purchase questions real estate relationship responsible REVIEW salary sales career sales interview sales manager sales presentation sales process sales situation sales techniques salesperson selling social style specific Study successful salespeople talk techniques telephone territory things tion usually visual week word processor write