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PART ONE INTRODUCTION
Careers In Selllng
PART TWO PREPARATION FOR SELLING
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advertising answer appeal approach asked attitude behavior beneﬁt boss buyer buying motives can’t close company’s competition competitor conﬁdence contract cost customer’s dealer deﬁnite develop difﬁcult diﬂerent eﬂective employer equipment executive feel ﬁeld ﬁgure ﬁnd ﬁne ﬁrm ﬁrm’s ﬁrst ﬁve give handling important industrial sales inﬂuence interest interview keep let’s look machine manufacturer men’s merchandise method mind objection ofﬁce oﬂ oﬂer one’s person preapproach presentation price objection problem product knowledge proﬁt Propen proposition prospect purchasing agent question reason rep’s reply retail sales force sales manager sales rep sales representative salesman salesmanship salespeople salesperson saleswoman self-concept seller selling selling techniques situation sold speciﬁc success sufﬁcient suggestion talk techniques tell territory things tion typewriter usually Xerox