Personal Selling

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Juta and Company Ltd, 1 Sep 2005 - 280 halaman
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Outlining 10 steps in the personal selling process—from prospecting for new business to closing a deal—this guide explains the art of the sale. The importance of listening to customers, clarifying the difference between selling a product and a service, and emphasizing the importance of business ethics are revealed. Descriptions of the options available to those seeking a career in sales are included, as is an exploration of the impact of the sales profession on the economy, and a reminder that all jobs require some amount of selling.
 

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INTRODUCTION TO PERSONAL SELLING
1
FOLLOWUP
2
The characteristics of effective and efficient salespeople I 5
20
Mike Cant
34
THE ART OF SELLING
36
Factors that influence the customers buying decision
40
Discussion questions
54
Written communications
68
Techniques for dealing with objections
168
Problems with closing
181
Introduction
188
ETHICS IN SELLING
196
The international side of ethics
206
SELLING OF SERVICES
213
The characteristics of a service 2 19
219
Tips for services salespeople
227

Know your product
82
MANAGING yOURSELF AND yOUR TIME
93
Stress management
106
The sales process I I 9
119
Referrals during the referral cycle I 33
133
SALES PRESENTATION METHODS
152
PERSONAL SELLING IN BUSINESS MARKETS
233
Overview of the models for business sales force management
246
Telecommunication technology
260
INDEX
273
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Tentang pengarang (2005)

M. C. Cant is the head of the marketing department at the University of South Africa–Pretoria. C. H. van Heerden is a senior lecturer in the department of marketing and communication at the University of Pretoria.

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