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Personal Selling and the Marketing
Personal Selling as a Promotional Strategy
ConsultativeStyle SellingAn Extension of
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advertising appeal approach areas basic behavior benefits buying decision buying motives career chapter closing the sale communication style competition Consultative Sales consumer Courtesy customer service customer's develop display effective Emotive employees ethical example feel field of selling firm goals handle identify important industry interest interview J. C. Penney Lee Iacocca listen major manufacturer marketing concept marketing mix Nancy Austin NCR Corporation nonverbal objection offer organization percent personal marketing personal selling position potential problem product features product or service professional promotion prospect purchase questions relationship retail sales call sales demonstration sales force sales manager sales personnel sales presentation sales promotion sales representative sales resistance sales training salespeople salesperson satisfaction Select self-image selling situations social strategy success suggestion selling telemarketing telephone sales territory understanding usually Winnebago Industries