TY  - BOOK
AU  - Buskirk,Richard H.
AU  - Buskirk,Bruce D.
TI  - Selling, principles and practices
SN  - 9780070093560
AV  - HF5438.25 .B88 1992
PY  - 1992///
CY  - New York
PB  - McGraw-Hill
KW  - Selling
N1  - 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
ER  -