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Effective selling

Author: Joseph F Hair; Francis L Notturno; Frederick A Russ; Charles Atkinson Kirkpatrick
Publisher: Cincinnati : College Division, South-Western Pub. Co., ©1991.
Edition/Format:   Print book : English : 8th edView all editions and formats
Database:WorldCat
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Material Type: Internet resource
Document Type: Book, Internet Resource
All Authors / Contributors: Joseph F Hair; Francis L Notturno; Frederick A Russ; Charles Atkinson Kirkpatrick
ISBN: 0538195703 9780538195706
OCLC Number: 21118365
Notes: Revised edition of: Effective selling / Charles A. Kirkpatrick, Frederick A. Russ. 7th ed.
Includes index.
Description: xiii, 644 pages, [8] pages of plates : illustrations (some color) ; 24 cm
Contents: Part 1: Personal selling basics. The role of personal selling. The job of personal selling - traits and tasks. Part 2: Background for selling. Buying behavior. The communication system. Knowledge necessary for successful selling. Promotional sales support. Part 3: Preselling activities. Prospecting and qualifying. Planning the sales presentation - the preapproach. Part 4: The selling process. Securing and opening the sales call - the approach. Making the sales presentation. The demonstration. Answering buyers' objections. Closing the sale. Part 5: Basic selling responsibilities. Providing service and goodwill after the sale. Self-management. Legal, ethical, and social responsibilities. Part 6: Special types of selling. Selling to organizational buyers. Selling to ultimate consumers. Part 7: Sales management. Building the sales force. Managing the sales force.
Responsibility: Joseph F. Hair, Jr., Francis L. Notturno, Frederick A. Russ.

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