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PERSONAL SELLING IN THREE BASIC MARKETS
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adequacy advertising agent Americans analysis answer argument attention automobile Avon products basic become behavior believe businessmen buyer buying decision categorical syllogism cause chapter client communication consumer cultural anthropologist customers cybernetic develop discuss effective emotional responses ethical evaluate evidence example excuse experience Explain fact factors favorable feel firm habits homeostatic ideas identify illustrate important industrial influence intensional interest judgment language listening look merchandise method motives objections obstacles offer oleomargarine pattern perceive perceptions perceptual field personal selling pitfall probably problem professional salesman proposal prospect psychologists purchase questions rational reasons recognize retailer Rudolf Flesch sales appeals sales demonstration sales interview sales manager sales message sales presentation sales promotion salesmanship social facilitation stimulus suggestion sumer technique tell tion trial close U.S. Steel understand values verbal wants and needs words