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The Role of Selling
The Selling Process
The Marketing Concept
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advertising Analytical approach audiovisual aids behavior buyer buying Chapter clients closed questions cold calling communication competition consumer costs customer's customers DATE ACTIVITY decision demonstration discussion effective example Exhibit features and benefits feel Figure front-wheel drive handling idea identify important increase individual industrial interactive selling interest interview listening look manufacturer Marketing Management marketing mix ment method motives negotiation nonverbal nonverbal communication objections percent personal computer position preapproach price objection principled negotiation problem product features product or service prospect proxemics requires response retail salespeople Sales & Marketing sales call sales force Sales Management sales rep sales representative salesman salesperson selling process skills Source style success sumer tactic talk techniques telemarketing telephone tell tion tomers typically understanding uniform Wall Street Journal WEAU