Selling today: building quality partnerships
Prentice Hall Canada, 1998 - Business & Economics - 518 pages
Designed for an undergraduate, introductory-level course in Sales. Receiving high accolades from business and academic professionals alike, this Canadian adaptation of the number-one selling, reality-based introductory text embodies the changing nature of personal selling in Canada today, showing students how to master vital relationship-building skills and apply modern sales automation technology to achieve long-term success in the field. Emphasizing the value of investing in quality, secured relationships that yield repeat business and referrals, it makes concepts come alive by applying them to scenarios from real companies throughout, and comes with one of the most comprehensive support packages available for a text of its kind.
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Developing a Personal Selling Philosophy
Developing a Personal Selling
Benefits from Developing the Skill of Selling
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accounts APPLICATION EXERCISES approach areas become behaviour Bill Morrissey buyer resistance buying decision buying motives Canada Canadian chapter clients closing the sale communication style competition consultative selling Corporation customer needs customer service customer strategy customer's Dale Carnegie Delta Hotels demonstration Describe develop discuss Don Davis Eimskip employees ethical example Explain firms Future Shop goal growing number identify important industry influence involved J. D. Power Letitia Baldrige long-term major manufacturer marketing concept meet need-satisfaction negotiating offer Ontario personal selling position potential presentation strategy problem product features product or service product strategy professional prospect purchase questions referrals relationship strategy retail role Sales Automation sales call sales force sales manager sales presentation sales representative sales training salespeople salesperson says Select selling situations specific Strategic/Consultative Selling Model success Telemarketing telephone tion tomers value-added Xerox Zig Ziglar