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Gaining Product Knowledge
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activities advantages advertising attitudes basic benefits brand business cycle buyer buying behavior buying decisions buying motives cacao close communication company's competition competitors complete considered cost customer's demand demonstration desirable effective example expenses favorable feel Fiberglas firm firm's forecast give goodwill gross margin handling home office increase individual industrial interest looker manufacturer manufacturer's ment merchandise middlemen nonselling objection operation pect percent performance personal selling policies possible problems profit Prospecting for Customers purchasing agent questions quota reference groups retail salespeople sales force sales interview sales manager sales presentation sales promotion sales story sales territories sales volume salesper salesperson needs salesperson's company salesperson's product schedule self-concept seller selling techniques showmanship social class Sometimes specific talk techniques telephone tion tomer ucts ultimate consumers wholesalers