000			01324pam a2200277 a 4500
999			_c2865 _d2865
001			3733578
003			ZET-ke
005			20190814142705.0
008			810916s1982 nyu b 001 0 eng
010			_a 81015660
020			_a9780070093560
040			_aDLC _cDLC _dZET-ke _beng
050	1	0	_aHF5438.25 _b.B88 1992
100	1		_aBuskirk, Richard H.
245	1	0	_aSelling, principles and practices / _cRichard H. Buskirk and Bruce D. Buskirk.
250			_a13th ed.
260			_aNew York : _bMcGraw-Hill, _cc1992.
300			_axviii, 551 p. ; _c24 cm.
440		0	_aMcGraw-Hill series in marketing.
500			_aEarlier eds. published under title: Textbook of salesmanship.
504			_aIncludes bibliographical references and indexes.
505			_aSelling-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.
650		0	_aSelling.
700	1		_aBuskirk, Bruce D.
942			_2lcc _cBK _kHF5438.25 _m .B88 1992