 The Handbook of Selling: Psychological, Managerial, and Marketing Dynamics, 2nd Edition
ISBN: 978-0-471-60085-5
Hardcover
464 pages
March 1993
US $315.00
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High-Performance Selling for the 1990s.
The Communication Process in Selling.
Strategy and Tactics for Conducting the Sales Call.
Managing Sales Resistance.
Strategy with Individuals.
Strategy and Tactics with Groups.
Logic, Creativity, and Suggestion in Selling.
Guiding Buying Behavior.
The Seller as a Self-Manager.
Managing in Depth: An Analysis for Effective Action.
Bibliography.
Appendices.
Glossary.
Index.
The Communication Process in Selling.
Strategy and Tactics for Conducting the Sales Call.
Managing Sales Resistance.
Strategy with Individuals.
Strategy and Tactics with Groups.
Logic, Creativity, and Suggestion in Selling.
Guiding Buying Behavior.
The Seller as a Self-Manager.
Managing in Depth: An Analysis for Effective Action.
Bibliography.
Appendices.
Glossary.
Index.
