Selling : principles and practices / Richard H. Buskirk and Bruce D. Buskirk

By: Buskirk, Richard H [author]Contributor(s): Buskirk, Bruce D [co-author]Material type: TextTextPublication details: [Quezon City] : JMC Press, c1992Edition: Thirteenth EditionDescription: xviii, 551 pages : illustrations ; 24 cmISBN: 9711108259Subject(s): SELLINGLOC classification: HF 5438.25 .B97 1992
Contents:
1. Selling -- 2. You -- 3. The job -- 4. Why people buy -- 5. The art of persuasion -- 6. Prospecting -- 7. Planning the sale -- 8. The approach -- 9. The sales interview I -- 10. The sales interview II -- 11. Handling objections I -- 12. Handling objections II -- 13. Negotiations -- 14. The close -- 15. Account management -- 16. Sales management I -- 17. Sales management II -- 18. Legal and ethical problems in selling -- 19. Telemarketing systems -- 20. Retail selling -- 21. business-to-business selling
Item type: Books
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Item type Current library Home library Collection Shelving location Call number Copy number Status Date due Barcode
Books Books LRC - Annex II
National University - Manila
Gen. Ed. - CBA General Circulation GC HF 5438.25 .B97 1992 (Browse shelf (Opens below)) c.1 Available NULIB000005946

Includes index.

1. Selling --
2. You --
3. The job --
4. Why people buy --
5. The art of persuasion --
6. Prospecting --
7. Planning the sale --
8. The approach --
9. The sales interview I --
10. The sales interview II --
11. Handling objections I --
12. Handling objections II --
13. Negotiations --
14. The close --
15. Account management --
16. Sales management I --
17. Sales management II --
18. Legal and ethical problems in selling --
19. Telemarketing systems --
20. Retail selling --
21. business-to-business selling

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