| Description |
ix, 530 pages : illustrations ; 24 cm |
| Contents |
Ch. 1. Selling and you -- Ch. 2. Selling and Marketing -- Ch. 3. What and how people buy -- Ch. 4. Why people buy -- Ch. 5. Communication and persuasion -- Ch. 6. Know your product or service -- Ch. 7. Getting organised -- Ch. 8. Finding customers -- Ch. 9. Calling on customers -- Ch. 10. Consulting with customers 1 : The consultation -- Ch. 11. Consulting with customers 2 : Asking and answering questions -- Ch. 12. Satisfying customers -- Ch. 13. Negotiating -- Ch. 14. Selling to retail customers -- Ch. 15. Selling to industrial and trade customers -- Ch. 16. Selling direct to customers -- Ch. 17. Selling services -- Ch. 18. Telemarketing and teleselling -- Ch. 19. Ethics and the law in Australia -- Ch. 20. Sales management |
| Notes |
CIP confirmed |
|
Includes index |
| Bibliography |
Bibliography: pages 520-523 |
| Subject |
Selling.
|
| Author |
Herford, Graham
|
| ISBN |
007470060X (paperback) |
|
