Selling, principles and practices /
Buskirk, Richard H.
Selling, principles and practices / Richard H. Buskirk and Bruce D. Buskirk. - 13th ed. - New York : McGraw-Hill, c1992. - xviii, 551 p. ; 24 cm. - McGraw-Hill series in marketing. .
Earlier eds. published under title: Textbook of salesmanship.
Includes bibliographical references and indexes.
Selling-basic human behavior -- You -- The job -- Why people buy -- The art of persuasion -- Prospecting -- Planning the sale -- The approach -- The sales interview I -- The sales interview II -- Handling objections I -- Handling objections II -- Negotiations -- The close -- Account management -- Sales management I -- Sales management II -- Legal and ethical problems in selling -- Telemarketing systems -- Retail selling -- Business to business selling.
9780070093560
81015660
Selling.
HF5438.25 / .B88 1992
Selling, principles and practices / Richard H. Buskirk and Bruce D. Buskirk. - 13th ed. - New York : McGraw-Hill, c1992. - xviii, 551 p. ; 24 cm. - McGraw-Hill series in marketing. .
Earlier eds. published under title: Textbook of salesmanship.
Includes bibliographical references and indexes.
Selling-basic human behavior -- You -- The job -- Why people buy -- The art of persuasion -- Prospecting -- Planning the sale -- The approach -- The sales interview I -- The sales interview II -- Handling objections I -- Handling objections II -- Negotiations -- The close -- Account management -- Sales management I -- Sales management II -- Legal and ethical problems in selling -- Telemarketing systems -- Retail selling -- Business to business selling.
9780070093560
81015660
Selling.
HF5438.25 / .B88 1992