skip to content
Personal selling : a relationship approach Preview this item
ClosePreview this item
Checking...

Personal selling : a relationship approach

Author: Ronald B Marks
Publisher: Upper Saddle River, N.J. : Prentice Hall, ©1997.
Edition/Format:   Print book : English : 6th edView all editions and formats
Rating:

(not yet rated) 0 with reviews - Be the first.

Subjects
More like this

Find a copy in the library

&AllPage.SpinnerRetrieving; Finding libraries that hold this item...

Details

Document Type: Book
All Authors / Contributors: Ronald B Marks
ISBN: 0132428849 9780132428842
OCLC Number: 35086133
Description: xix, 587 pages : illustrations (some color) ; 26 cm
Contents: Ch. 1. The Role of Personal Selling --
Ch. 2. A Career in Selling --
Ch. 3. Toward Professionalism: The Salesperson's Legal and Ethical Responsibilities --
Ch. 4. Determinants of Buying Behavior --
Ch. 5. Effective Communication --
Ch. 6. Beginning the Relationship Selling Process --
Ch. 7. Successful Prospecting --
Ch. 8. The Approach --
Ch. 9. Problem Recognition --
Ch. 10. The Presentation --
Ch. 11. Handling Objections --
Ch. 12. Sales Negotiation: Building Win-Win Relationships --
Ch. 13. The Art of Closing --
Ch. 14. Relationship Selling: Winning Lifetime Customers --
Ch. 15. Retail and Organizational Selling --
Special Types of Selling --
Ch. 16. Self-Management --
Ch. 17. Sales-Force Management --
Ch. 18. Your First Sales Job --
Selling Yourself --
Glossary --
Index.
Responsibility: Ronald B. Marks.

Reviews

User-contributed reviews
Retrieving GoodReads reviews...
Retrieving DOGObooks reviews...

Tags

Be the first.
Confirm this request

You may have already requested this item. Please select Ok if you would like to proceed with this request anyway.

Linked Data


Primary Entity

<http://www.worldcat.org/oclc/35086133> # Personal selling : a relationship approach
    a schema:Book, schema:CreativeWork ;
   library:oclcnum "35086133" ;
   library:placeOfPublication <http://id.loc.gov/vocabulary/countries/nju> ;
   library:placeOfPublication <http://experiment.worldcat.org/entity/work/data/40600990#Place/upper_saddle_river_n_j> ; # Upper Saddle River, N.J.
   schema:about <http://id.worldcat.org/fast/1111969> ; # Selling
   schema:about <http://id.worldcat.org/fast/1112040> ; # Selling--Psychological aspects
   schema:about <http://dewey.info/class/658.85/e20/> ;
   schema:about <http://experiment.worldcat.org/entity/work/data/40600990#Topic/verkopen> ; # Verkopen
   schema:about <http://id.loc.gov/authorities/subjects/sh2010112581> ; # Selling--Vocational guidance
   schema:about <http://id.worldcat.org/fast/1112062> ; # Selling--Vocational guidance
   schema:about <http://id.loc.gov/authorities/subjects/sh2008111501> ; # Selling--Psychological aspects
   schema:bookEdition "6th ed." ;
   schema:bookFormat bgn:PrintBook ;
   schema:copyrightYear "1997" ;
   schema:creator <http://viaf.org/viaf/114194214> ; # Ronald B. Marks
   schema:datePublished "1997" ;
   schema:exampleOfWork <http://worldcat.org/entity/work/id/40600990> ;
   schema:inLanguage "en" ;
   schema:name "Personal selling : a relationship approach"@en ;
   schema:productID "35086133" ;
   schema:publication <http://www.worldcat.org/title/-/oclc/35086133#PublicationEvent/upper_saddle_river_n_j_prentice_hall_1997> ;
   schema:publisher <http://experiment.worldcat.org/entity/work/data/40600990#Agent/prentice_hall> ; # Prentice Hall
   schema:workExample <http://worldcat.org/isbn/9780132428842> ;
   wdrs:describedby <http://www.worldcat.org/title/-/oclc/35086133> ;
    .


Related Entities

<http://experiment.worldcat.org/entity/work/data/40600990#Place/upper_saddle_river_n_j> # Upper Saddle River, N.J.
    a schema:Place ;
   schema:name "Upper Saddle River, N.J." ;
    .

<http://id.loc.gov/authorities/subjects/sh2008111501> # Selling--Psychological aspects
    a schema:Intangible ;
   schema:name "Selling--Psychological aspects"@en ;
    .

<http://id.loc.gov/authorities/subjects/sh2010112581> # Selling--Vocational guidance
    a schema:Intangible ;
   schema:name "Selling--Vocational guidance"@en ;
    .

<http://id.worldcat.org/fast/1111969> # Selling
    a schema:Intangible ;
   schema:name "Selling"@en ;
    .

<http://id.worldcat.org/fast/1112040> # Selling--Psychological aspects
    a schema:Intangible ;
   schema:name "Selling--Psychological aspects"@en ;
    .

<http://id.worldcat.org/fast/1112062> # Selling--Vocational guidance
    a schema:Intangible ;
   schema:name "Selling--Vocational guidance"@en ;
    .

<http://viaf.org/viaf/114194214> # Ronald B. Marks
    a schema:Person ;
   schema:birthDate "1944" ;
   schema:familyName "Marks" ;
   schema:givenName "Ronald B." ;
   schema:name "Ronald B. Marks" ;
    .

<http://worldcat.org/isbn/9780132428842>
    a schema:ProductModel ;
   schema:isbn "0132428849" ;
   schema:isbn "9780132428842" ;
    .


Content-negotiable representations

Close Window

Please sign in to WorldCat 

Don't have an account? You can easily create a free account.