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Nature Scope and Development of Personal Selling
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action advertising amount attention attitude basis buyer's wants buying calls carried chain stores classes of buyers commercial commission competition competitors concerning consumers cost dealer definite delivery department stores depends desire determine difficult economic effective employer equipment ethical expenses experience export salesman fact factors Federal Trade Commission foreign frequently furnish give Gross Margin Harvard Business Review Henderson important increase individual instincts interest interview jobbers knowledge manu manufacturer ment mental merchandise methods necessary needs objections offer ordinarily organization particular performance personal salesmanship personal selling policies practice present profit prospective buyer psychology purchasing agent quota relation resale result retail stores sales department sales manager sales proposition samples satisfaction satisfy secure seller selling effort selling process sold standards stock-turn successful sumers task territory tion trade transaction traveling union suits view-point wholesale