| Description |
xx, 436 pages : illustrations ; 25 cm |
| Contents |
Part A. The selling environment -- 1. Introduction to personal selling -- 2. Marketing and personal selling -- 3. Ethical and legal issues in selling -- 4. Understanding consumers -- 5. Understanding organisational buyers -- Part B. Preparing to sell -- 6. Developing communication skills -- 7. Getting organised -- 8. Finding customers -- Part C. Making effective sales calls -- 9. Planning calls and making appointments -- 10. Beginning the consultation -- 11. Responding to objections and problems -- 12. Obtaining commitment -- Part D. Developing further selling skills -- 13. Making sales presentation to groups -- 14. Conducting formal negotiations -- 15. Building relationships with key customers -- 16. Managing within your organisation -- Appendix. Selling in special situations -- Index |
| Summary |
This book "focuses on consultative selling as the basis of building profitable, long-term relationships with customers. Modern sales approaches such as social-style selling, team selling and the integration of sales and marketing roles are also included. This edition has a strong emphasis on practical applications of selling concepts and techniques. Features such as 'Profile of a professional', 'Selling insights' and 'Tips for success' aim to provide real-world examples and experiences to illustrate the conceptual material. Numerous case studies, both at the end of each chapter and at the end of each part, accompanied by group activities, role plays and suggested web sites to visit, assist with skills development." - back cover |
| Notes |
Includes index |
|
Previous ed: Personal selling in Australia |
| Audience |
TAFE students |
| Subject |
Selling.
|
| Author |
Buss, John H
|
|
Herford, Graham
|
| LC no. |
00001406 |
| ISBN |
0074706640 |
|
