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An Overview of Selling
Fundamentals of Marketing and Management
21 other sections not shown
analysis behavior activities behavioral sciences beneﬁts Blue Cross-Blue Shield buyer Carborundum chapter cold calls communication company’s concept conﬂict connectionism consumer consumerism contact stage cues customer’s decision depth selling desk develop dialogue discussion distributor educational psychology educator effective empathy enactment equipment evaluative example executive fact feedback feel ﬁeld ﬁnd ﬁrm ﬁrst ﬁve give going group selling ideas identiﬁed important individual individual’s industrial involved Jack Ellis law of effect listening man’s manufacturer market manager Mastic ment mental motivation needs nonverbal office furniture participation percent potential Pratt & Whitney present problem problem-solving proﬁt proﬁtable prospect or customer psychology purchasing agent question response sales call objective sales manager sales situation sales talk salesman satisﬁed Simmons solving source credibility speciﬁc statement stimulus strategy Sweet Pickle tactics techniques tell territory tion understand utilized verbal