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The Eradication of Want
Your Personal Decision Making for Career Success
Buying Behavior and the Psychology of Selling
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Action Hi-Lites activities advantages advertising approach areas attempt a trial attitude Audiovisual aids basic benefits Boomerang buyer buying motives buying signals calls canvassing Chain store Check close the sale closing technique Comments Cover competition consider costs Cyrus McCormick decision emotional Example factors Feedback to Authors feel follow-through follow-up Herbert Dow important increase interest interview involved listening manufacturer marketing merchandise method needs and wants offer percent positive preapproach price objection Primary Goal product knowledge product or service professional salesman profit Project continued prospect's needs prospect's objection purchase reasons referral retail selling Robinson-Patman Act sales manager sales presentation sales promotion Salesmanship salesperson satisfied customers Secondary Goals Sherman Anti-Trust Act situation Specific Problem statement steps Student Feedback Student's answer continued success suggestion selling talk telephone trade trial close wholesaler words