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Personal Selling in a CustomerDriven
Contemporary Salespeople Problem
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advertising appeal approach areas behavior buyer resistance buying decision buying motives career chapter closing the sale communication style communication-style competition consultative sales consumer customer service customer strategy customer's Dale Carnegie Describe develop effective emotional employees established ethical example feel firm Frito-Lay goal identify important involved Larry Wilson Lee Iacocca listening major manufacturer marketing mix Nancy Austin need-satisfaction needs negotiation Nordstrom offer percent personal marketing personal selling position potential presentation strategy problem product features product or service professional prospect purchase questions referrals relationship strategy repeat business response retail Review Sales & Marketing sales call sales demonstration sales force sales manager sales personnel sales presentation sales representative sales resistance sales training salespeople salesperson says Search of Excellence Select selling situations social success telemarketing telephone sales territory tion tomer value-added worksheet