Creative Selling Today |
Contents
part one THE NATURE OF A CAREER IN SELLING | 1 |
Characteristics of Selling Careers | 18 |
part two THE CHARACTER OF THE MARKETPLACE | 45 |
Copyright | |
17 other sections not shown
Common terms and phrases
accounts advertising AIDA annual percentage rate appearance appointment approach Assume attempt attitudes audiovisual aids Bell System benefits buying decisions buying signals CAREER IN SELLING chapter close sales closing technique communication concept consumers costs Creative Selling customer's dealers develop direct mail dramatic effective listening employees example factors feel Figure firm follow-up goodwill handling objections important IMPROVEMENT OF SALES individuals industrial influence interest involved listening maintain major motives needs Ogilvy & Mather Perkin-Elmer person personnel planning potential customers preapproach problems product or service programs prospective customers purchase questions real estate responsibility result retail SALES ACTIVITIES sales aids sales call SALES EFFECTIVENESS sales force sales interview sales manager sales message sales positions sales presentation sales representatives salespeople salesperson SELLING PROCESS SELLING SKILLS showmanship specific statistical discrimination sumers telephone tend territory tion tomers typically understand words