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Chapter One Professional Selling Today
S A Customers Demand for Quality
Chapter Two ValueAdded and Customer Relationships
18 other sections not shown
accounts activities advantage answer appointment approach behavior buyer buying center buying process buying situation chapter cold call communication competitive competitors consultative selling consumers costs customer's delivery develop effective ethical evaluation example feel Field firm focus handle Herbert Greenberg important individual industry interest involves Journal of Personal listen look manufacturer Marketing Management Magazine Mary Kay Cosmetics national account negotiation objection organizational performance permission of Sales Personal Selling position potential preparation price objections problems product or service profes professional selling prospect purchase decision Pyramid schemes questions Reprinted by permission requires response retail Sales & Marketing sales call sales force Sales Management Sales Passport sales presentation Sales Rep sales representative salesperson seller Selling and Sales selling process selling situation Source specific strategy success suppliers talk techniques telemarketer telephone tion trade show understand