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Selling, principles and practices / Richard H. Buskirk and Bruce D. Buskirk.

By: Contributor(s): Material type: TextTextSeries: McGraw-Hill series in marketingPublication details: New York : McGraw-Hill, c1992.Edition: 13th edDescription: xviii, 551 p. ; 24 cmISBN:
  • 9780070093560
Subject(s): LOC classification:
  • HF5438.25 .B88 1992
Contents:
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.
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Holdings
Item type Current library Collection Call number Copy number Status Date due Barcode
Books Books Zetech Library - TRC General Stacks Non-fiction HF5438.25 .B88 1992 (Browse shelf(Opens below)) C.1 Available Z006301

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.

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