Professional Personal SellingWritten with the needs of today's breed of highly professional salespeople in mind, this text presents a mixture of real-world examples of selling situations, selling techniques and selling and marketing theory to students who are considering personal selling as a career. |
Contents
YESTERDAY AND TODAY | 4 |
DIVERSE ROLES OF THE PROFESSIONAL | 12 |
Chapter | 16 |
Copyright | |
79 other sections not shown
Common terms and phrases
activities advertising approach attitudes basic behavior benefits buyer buying center buying process career cold call communication styles company's competition competitors consultative selling consumer cost customer service customer's Dale Carnegie Delaware Valley College develop direct marketers employees equipment ethical example feel goals Hewlett-Packard important leads Lee Iacocca listening manufacturers Marketing Management marketing mix ment needs negotiations objections organization organizational percent positive potential preapproach problems Professional Personal Selling professional salespeople promotion prospects and customers proxemics purchase decision questions relationship reseller response retail Sales & Marketing sales call sales force sales manager sales presentation sales promotion sales representative sales reps sales training salesperson says seller selling process Source specific strategy success sumer suppliers talk techniques telemarketing telephone territory tion tomers types understand