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PART A THE SALESMAN AS A MARKETER
Marketingits nature and importance
Selling and the marketing effort
24 other sections not shown
achieve adjustive reactions adjustment advantage advertising aspects basis Bonne Bell buyer buying behavior channels Chapter characteristics chart company's competitive competitors consumer contrast cost creative Crissy customer or prospect customer's customers and prospects decision makers demonstration differential effective equipment evaluation example factors favorable feeling field sales manager firm firm's homeostasis important individual inductive reasoning industrial influence interpersonal relationships inventory involved knowledge likelihood manufacturer ment method motivation needs and wants objective occurs offering percent Perceptual constancy personal selling personnel planning posttransactional presentation problem product line products and services profit prospect account psychological resistance purchasing agent questions reactions reasoning resellers responsibility retail sales force sales promotion sales resistance salesman salesmanship sector selling job selling-buying process selling-buying relationship situation social class spatial summation specific step strategy suggestion Sylvania Sylvania Electric Products tactical technical territory thinking tion traits visual