Selling : principles and practices /
Richard H. Buskirk and Bruce D. Buskirk
- Thirteenth Edition
- [Quezon City] : JMC Press, c1992
- xviii, 551 pages : illustrations ; 24 cm.
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