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	Reality Sales: Role Plays for the Real World Jane Z. Sojka, Dawn R. Deeter-Schmelz

	Marketing 10e: Marketing in the 21st Century Joel R. Evans, Ph.D., Barry Berman, Ph.D.

	Essentials of Marketing Dana-Nicoleta Lascu, Ph.D., Kenneth E. Clow, Ph.D.

	Shopper, Buyer, and Consumer Behavior Jay Lindquist, Ph.D., M. Joseph Sirgy, Ph.D.

	Services Marketing: Operation, Management, and Strategy Kenneth E. Clow, Ph.D., David L. Kurtz, Ph.D.

	Strategic Marketing Communications: A Systems Approach to IMC M. Joseph Sirgy, Ph.D., Don Rahtz

	Marketing Research: An Aid to Decision Making Alan T. Shao, Ph.D., Kevin Zheng Zhou, Ph.D.

	Strategic Marketing Syed Akhter, Ph.D.

	International Marketing Dana-Nicoleta Lascu, Ph.D.

	International Logistics: Management of International Trade Operations Pierre A. David, Ph.D.

Personal Selling: A Relationship Approach, 7e

Ronald Marks, University of Wisconsin-Oshkosh

Online Edition: $90.25

Paperback +
Online Edition: $109.75

ISBN-10: 1592602290
ISBN-13: 9781592602292

Description

Personal Selling: A Relationship Approach, 7e, takes students through all of the elements of being successful at sales, including researching products and competitors; handling objections; making sales through in-person interviews or over the phone; identifying the types of customers and how to sell to each type; and selling into corporations.

Table of Contents

Chapter 1: The Role of Personal Selling
Chapter 2: A Career in Selling
Chapter 3: Toward Professionalism--The Salesperson’s Legal and Ethical Responsibilities
Chapter 4: Buyer Behavior
Chapter 5: Effective Communication
Chapter 6: Beginning the Relationship Selling Process
Chapter 7: Successful Prospecting
Chapter 8: The Approach
Chapter 9: Problem Recognition
Chapter 10: The Presentation
Chapter 11: Handling Objections
Chapter 12: Sales Negotiation: Building Win-Win Relationships
Chapter 13: The Art of Closing
Chapter 14: Retail Selling--A Special Type of Selling
Chapter 15: Self-management
Chapter 16: Sales-Force Management
Chapter 17: Your First Sales Job--Selling Yourself


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