TY  - BOOK
AU  - Buskirk, Richard H.
AU  - Buskirk, Bruce D.
TI  - Selling: principles and practices 
SN  - 9711108259
AV  - HF 5438.25 .B97 1992 
PY  - 1992///
CY  - [Quezon City]
PB  - JMC Press Inc.
KW  - SELLING
N1  - 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
ER  -