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A Career in Selling
Economic and Demographic Determinants of Buying
Individual Determinants of Buying Behavior
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ability accounts activities Adapted Child Adult advertising analyze approach attitude audiovisual aids buyer buying career Chapter cold calling communication competition costs Critical Parent customer's customers decision develop discussion Eden Prairie effective example Exhibit features and benefits feel Figure front-wheel drive handle identify important increased individual industrial inﬂuence interested interview listening look manufacturer Marketing Management marketing mix ment methods motives needs new-business nonverbal objections percent personal selling position preapproach presentation price objection problem Procter & Gamble product or service prospect purchasing reﬂects requires response Sales 8 Marketing sales call sales force sales manager sales representative salesman salespeo salespeople salesperson self-concept selling process skills SOURCE strategy success talk techniques tell tion trade transactional analysis typically understand Wall Street Journal WEAU