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Cose 12 David Conger
The Company Goes to Market
A Critical Look at Sales Performance
8 other sections not shown
Abbott advertising approach attitude brand buyer beneﬁts carload Cavendish close communicator company's competitive competitor concept conﬁdence conﬂict consumer contract cost coverage customer's dealer decision deﬁnition Discuss display ethical example factors feel ﬁeld ﬁgure ﬁnal ﬁnancing ﬁnd ﬁrm ﬁrm's ﬁrst ﬁt Fling ﬂoor glass Homewood Honeywell industrial inﬂuence interest jobber Malcolm MacDonald manufacturer merchandise month Narn nonverbal communications objections offer ofﬁce outlets percent perhaps personal selling persuasion plan slip preapproach presentation problem Procter & Gamble product or service proﬁt promotion prospect purchase questions real estate representative Robinson-Patman Act sales department sales interview sales manager salesman salesmanship satisﬁed seller selling price signiﬁcant soap sold speciﬁc strategy SUGGESTED OUTSIDE READING sumer talking points technique territory tion trade Uniform Commercial Code volume week wholesale words