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A CAREER IN SELLING
STRATEGIC SELLING KNOWLEDGE
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accounts advertising American answer applicants approach attitude behavior benefits body language buyers buying decisions chapter close communication competitive competitors consider consumer corporate costs customers demonstration effective equipment ethical expected Explain feel Figure firm give goals goodwill important industrial markets industrial prospects industrial selling interest interview John Deere listen look management by objectives marketing mix method motives needs nonverbal nonverbal communication objections offer opportunities percent personal selling persuasive Philip Kotler planning position potential problems promotion purchase questions quota real-estate rep's retail sales call sales force sales manager sales presentation sales promotion sales rep sales representatives salespeople salesperson self-image seller selling situations selling techniques social class sold sources strategy success talk techniques territory tion trade and industrial usually zone price