Selling : principles and practices / Richard H. Buskirk and Bruce D. Buskirk
Material type:
TextPublication details: [Quezon City] : JMC Press Inc., c1992Edition: Thirteenth EditionDescription: xviii, 551 pages : illustrations ; 24 cmISBN: - 9711108259
- HF 5438.25 .B97 1992
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National University - Manila | LRC - Annex II General Circulation | Gen. Ed. - CBA | GC HF 5438.25 .B97 1992 (Browse shelf(Opens below)) | c.1 | Available | NULIB000005946 |
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| GC HF 5438.4 .J67 2012 Cracking the sales management code : the secrets to measuring and managing sales performance / | GC HF 5438.4 .M65 1995 The Buck starts here : profit-based sales & marketing made easy / | GC HF 5438.4 .S35 2010 Sales management / | GC HF 5438.25 .B97 1992 Selling : principles and practices / | GC HF 5438.25 .H5 1993 Selling and sales management / | GC HF 5438.25 .M56 2015 Selling above and below the line : convince the C-suite win over management secure the sale / | GC HF 5438.25 .P76 2012 c.1 Professional selling / |
Includes index.
1. Selling -- 2. You -- 3. The job -- 4. Why people buy -- 5. The art of persuasion -- 6. Prospecting -- 7. Planning the sale -- 8. The approach -- 9. The sales interview I -- 10. The sales interview II -- 11. Handling objections I -- 12. Handling objections II -- 13. Negotiations -- 14. The close -- 15. Account management -- 16. Sales management I -- 17. Sales management II -- 18. Legal and ethical problems in selling -- 19. Telemarketing systems -- 20. Retail selling -- 21. business-to-business selling
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