The selling process : a handbook of salesmanship principles / Norval A. Hawkins
Material type:
TextPublication details: Detroit : Leopold Classic Library, c2015Edition: Sixth EditionDescription: 314 pages : illustrations ; 26 cmSubject(s): LOC classification: - HF 5438 .H39 [2015]
Books - Reference
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National University - Manila | LRC - Annex II Reference | Gen. Ed. - CBA | REF HF 5438 .H39 [2015] (Browse shelf(Opens below)) | c.1 | Available | NULIB000014058 |
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| REF HF 1001 .F75 1987 Dictionary of Business terms / | REF HF 1551 .S47 2014 Distribution channels part 1 : branch banking / | REF HF 1551 .T4 2014 Bank risk management primer / | REF HF 5438 .H39 [2015] The selling process : a handbook of salesmanship principles / | REF HF 5616.A8 .A93 2007 vol.2 Auditing and Assurance Handbook 2008 : Incorporating all the Standards as at 1 January 2008. | REF HF 5636 .M57 2011 c.3 Wiley IFRS practical implementation guide and workbook / | REF HG 4026 .R34 2013 The handbook of global corporate treasury / |
CHAPTER I.THE SALES: First Factor of the Selling Process -- II. The man: Second Factor of the Selling Process -- III. The ship (or art): Third Factor of the Selling Process -- IV. Preparation: First of the Preparatory Steps of the Sale -- V. Prospecting: Second of the Preparatory Steps of the Sale -- VI. Approach and Audience: Third of the Preparatory Steps of the Sale -- VII. Sizing Up the buyer: First of the Presentation Steps of the Sale -- VIII. Gaining attention and awakening interest: Second of the Presentation Steps of the Sale -- IX. Persuading and creating desire: First of the Convincing Steps of the Sale -- X. Handling objections: Second of the Convincing Steps of the Sale -- XI. Securing decision and obtaining signature: First of the Closing Steps of the Sale -- XII. The get-away and lead to future orders: Second of the Closing Steps of the Sale.
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