The selling process : a handbook of salesmanship principles / Norval A. Hawkins

By: Material type: TextTextPublication details: Detroit : Leopold Classic Library, c2015Edition: Sixth EditionDescription: 314 pages : illustrations ; 26 cmSubject(s): LOC classification:
  • HF 5438 .H39 [2015]
Contents:
CHAPTER I.THE SALES: First Factor of the Selling Process -- II. The man: Second Factor of the Selling Process -- III. The ship (or art): Third Factor of the Selling Process -- IV. Preparation: First of the Preparatory Steps of the Sale -- V. Prospecting: Second of the Preparatory Steps of the Sale -- VI. Approach and Audience: Third of the Preparatory Steps of the Sale -- VII. Sizing Up the buyer: First of the Presentation Steps of the Sale -- VIII. Gaining attention and awakening interest: Second of the Presentation Steps of the Sale -- IX. Persuading and creating desire: First of the Convincing Steps of the Sale -- X. Handling objections: Second of the Convincing Steps of the Sale -- XI. Securing decision and obtaining signature: First of the Closing Steps of the Sale -- XII. The get-away and lead to future orders: Second of the Closing Steps of the Sale.
Item type: Books - Reference
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Item type Current library Home library Collection Call number Copy number Status Date due Barcode
Books - Reference Books - Reference National University - Manila LRC - Annex II Reference Gen. Ed. - CBA REF HF 5438 .H39 [2015] (Browse shelf(Opens below)) c.1 Available NULIB000014058

CHAPTER I.THE SALES: First Factor of the Selling Process -- II. The man: Second Factor of the Selling Process -- III. The ship (or art): Third Factor of the Selling Process -- IV. Preparation: First of the Preparatory Steps of the Sale -- V. Prospecting: Second of the Preparatory Steps of the Sale -- VI. Approach and Audience: Third of the Preparatory Steps of the Sale -- VII. Sizing Up the buyer: First of the Presentation Steps of the Sale -- VIII. Gaining attention and awakening interest: Second of the Presentation Steps of the Sale -- IX. Persuading and creating desire: First of the Convincing Steps of the Sale -- X. Handling objections: Second of the Convincing Steps of the Sale -- XI. Securing decision and obtaining signature: First of the Closing Steps of the Sale -- XII. The get-away and lead to future orders: Second of the Closing Steps of the Sale.

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