Buskirk, Richard H. <br/><br/>
Selling :  principles and practices / 
Richard H. Buskirk and Bruce D. Buskirk 
 - Thirteenth Edition 
 - [Quezon City] :  JMC Press Inc.,  c1992 
 - xviii, 551 pages :  illustrations ;  24 cm. 
<br/><br/>Includes index. 
<br/><br/>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 
<br/><br/><label>ISBN: </label>9711108259 
<br/><br/><label>Subjects--Topical Terms: </label><br/>SELLING
<br/><br/><label>LC Class. No.: </label>HF 5438.25 .B97 1992