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A Frame of Reference
Kinds of Selling Activities
PREPARING FOR PROFESSIONAL SELLING
28 other sections not shown
ability advantages advertising analyze answer appeal attention attitude behavior believe benefit points better buyer buying motives cards Chapter clientele close close sales closed end question competitive convincing customer's dealer demonstration develop effective employ employer Englewood Cliffs example experience Explain factors facts feel give handle home office Homewood idea imitation important industrial interest interview kind of selling listen marketing McGraw-Hill Book Company merchandise method objections obstacles obtain offer pect percent Pete Prentice-Hall prepared price objection Principles product or service professional salesman profitable proof proposition prospect's mind purchase reason response retail sales manager sales presentation sales promotion sales talk Salesmanship salespeople salesperson selling techniques situation sold statement stimulus-response theory success stories successful sale suggestion selling technical terminology technique tell territory tion tomer traits usually visual aids western Publishing Company words York