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7 __4n 2 we 7
Careers in Selling
PART TWO PREPARATION FOR SELLING
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advertising answer appeal approach asked attitude automobile salesman behavior beneﬁt better buyer buying motives close competition competitor conceming conﬁdence cost deal dealer deﬁnite desire developed difﬁcult discussion employer equipment executive fact factors feel ﬁeld ﬁgure ﬁnd ﬁne ﬁrm ﬁrm's ﬁrst ﬁt ﬁve friends fumish fumiture give golf handling idea important industrial inﬂuence interest interview jobber keep leam look machine manufacturer MARK CALDWELL merchandise method mind Monsanto never objection offer ofﬁce pect person preapproach presentation price objection problem product knowledge proﬁt proposition prospect purchasing agent question reason reply retail retum sales manager salesman selling salesmanship salespeople self-concept situation sold speciﬁc success sufﬁcient suggestion talking points tell territory things tion trying usually words