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Personal selling

Author: M C Cant; Neels Van Heerden
Publisher: Lansdowne, South Africa : Juta, 2004.
Edition/Format:   Print book : EnglishView all editions and formats
Summary:

Making and securing a sale is a process and top sales people have a system that they follow. This book outlines the ten steps in the personal selling process - from prospecting for new business,  Read more...

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Document Type: Book
All Authors / Contributors: M C Cant; Neels Van Heerden
ISBN: 0702166367 9780702166365
OCLC Number: 58442332
Description: 280 pages
Contents: Introduction to personal selling --
The art of selling --
Communication --
Sales knowledge --
Managing yourself and your time --
Prospecting --
Planning the sales call --
Sales presentation methods --
Objections --
Closing the sale --
Follow-up --
Ethics in selling --
Selling of services --
Personal selling in business markets --
Information and communication technology.
Responsibility: M.C Cant and C.H van Heerden.

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