|
|
|
|
| LEADER |
01970nam a2200289 a 4500 |
| 001 |
c000413402 |
| 003 |
CARM |
| 005 |
00000000000000.0 |
| 008 |
970312s1998 njuab b 00100 eng |
| 010 |
|
|
|a 97011434
|
| 019 |
1 |
|
|a 13126416
|
| 020 |
|
|
|a 0136138373
|
| 040 |
|
|
|a VDU
|c VDU
|
| 050 |
0 |
0 |
|a HF5438.25
|b .M35 1998
|
| 082 |
0 |
4 |
|a 658.85
|2 21
|
| 100 |
1 |
|
|a Manning, Gerald L.
|
| 245 |
1 |
0 |
|a Selling today :
|b building quality partnerships /
|c Gerald L. Manning, Barry L. Reece.
|
| 250 |
|
|
|a 7th ed.
|
| 260 |
|
|
|a Upper Saddle River, N.J. :
|b Prentice Hall,
|c c1998.
|
| 300 |
|
|
|a xxix, 525 p. :
|b ill. (some col.), maps (some col.) ;
|c 26 cm.
|
| 505 |
0 |
|
|a 1. Personal Selling and the Marketing Concept -- 2. Career Opportunities in Selling Today -- 3. Factors Influencing the Relationship-Building Process -- 4. Ethics: The Foundation for Relationships in Selling -- 5. Acquiring Product Information -- 6. Developing Product-Selling Strategies -- 7. Understanding Buyer Behavior -- 8. Developing a Prospect Base -- 9. Approaching the Customer -- 10. Creating the Consultative Sales Presentation -- 11. Custom Fitting the Sales Demonstration -- 12. Negotiating Buyer Resistance -- 13. Closing and Confirming the Sale -- 14. Servicing the Sale -- 15. Management of Self: The Key to Greater Sales Productivity -- 16. Communication Styles: Managing the Relationship Process -- 17. Management of the Sales Force -- App. 1. Finding Employment: A Personalized Marketing Approach -- App. 2. Software for Sales Automation Applications -- App. 3. Partnership Selling: A Role Play/Simulation for Selling Today.
|
| 504 |
|
|
|a Includes bibliographical references (p. 482-498) and indexes.
|
| 650 |
|
0 |
|a Selling.
|
| 700 |
1 |
|
|a Reece, Barry L.
|
| 852 |
8 |
|
|b CARM
|h A3:AG14D0
|i F08171
|p 0586849
|f BK
|
| 999 |
f |
f |
|i 103c7a62-3de9-5614-9595-3731c4b9d991
|s dc8f6e2d-04a3-5893-80a9-1d4472048ffd
|
| 952 |
f |
f |
|p Can circulate
|a CAVAL
|b CAVAL
|c CAVAL
|d CARM 1 Store
|e F08171
|f A3:AG14D0
|h Other scheme
|i book
|m 0586849
|