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DEVELOPMENT OF THE SALESMAN WITHIN
Decision Making in Selling
10 other sections not shown
ability achieve action advertising approach assumed ownership attention step attitude basis batteries becomes benefits buying decision Chapter characteristics Clancy company representative consumer conviction step cost customer's dealer desire step determine develop Discuss effective example factors fear feel firm fulfill function give help the buyer important increase inputs interest step is-do-means joe Frazier knowledge lubrication MARTIN SMITH means Mercedes-Benz mind Mobil objectives offer organizational particular percent planning positive preapproach price objection problem process computers product analysis profes professional salesman prospect purchase questions reason reference group relationship retail sales activity sales effort sales leader sales manager sales organization sales presentation sales reports sales representative salesmanship Selling point Selling step selling system snowplow specific steps of selling talk techniques tion understanding United Petroleum utilize visualize Volkswagen