Selling: Principles And Methods

By: Pederson, Carlton AContributor(s): Weitz, Barton A | Wright, Milburn DMaterial type: TextTextSeries: Irwin series in marketingPublication details: Homewood, Ill. : Irwin, 1988Edition: 9th edDescription: xvii, 644 pages : illustrations (some color)ISBN: 9780256036442; 0256036446Subject(s): SellingDDC classification: 658.85
Contents:
Personal selling : its nature, its role, and its rewards -- Duties, responsibilities, and qualifications of sales representatives -- Legal and social-ethical responsibilities of the salesperson -- Buyer behavior and the buying process -- The company, its products, competition, and policies -- Communication principles and successful selling -- Prospecting and qualifying potential customers -- Planning the sales presentation and getting the right start -- Delivering the sales presentation -- Dramatizing the sales presentation -- Overcoming objections -- Closing the sale -- Building future sales by servicing accounts and developing customer relationships -- Industrial and trade selling -- Retail selling -- Managing time, territory, and self -- Supporting the selling effort with advertising, direct mail, and telemarketing -- The salesperson and sales management.
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Holdings
Item type Current library Collection Call number Status Date due Barcode Item holds
Lending Books Lending Books Main Library
Stacks 		Reference 658.85 PED (Browse shelf(Opens below)) Available 003954
Total holds: 0

Includes index

Personal selling : its nature, its role, and its rewards --
Duties, responsibilities, and qualifications of sales representatives --
Legal and social-ethical responsibilities of the salesperson --
Buyer behavior and the buying process --
The company, its products, competition, and policies --
Communication principles and successful selling --
Prospecting and qualifying potential customers --
Planning the sales presentation and getting the right start --
Delivering the sales presentation --
Dramatizing the sales presentation --
Overcoming objections --
Closing the sale --
Building future sales by servicing accounts and developing customer relationships --
Industrial and trade selling --
Retail selling --
Managing time, territory, and self --
Supporting the selling effort with advertising, direct mail, and telemarketing --
The salesperson and sales management.

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