TY  - BOOK
AU  - Hawkins, Norval A.
TI  - The selling process: a handbook of salesmanship principles 
AV  - HF 5438 .H39 [2015] 
PY  - 2015///
CY  - Detroit
PB  - Leopold Classic Library
KW  - SELLING -- HANDBOOK
N1  - 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
ER  -