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Selling : principles and practices / Richard H. Buskirk and Bruce D. Buskirk

By: Contributor(s): Material type: TextTextPublication details: [Quezon City] : JMC Press Inc., c1992Edition: Thirteenth EditionDescription: xviii, 551 pages : illustrations ; 24 cmISBN:
  • 9711108259
Subject(s): LOC classification:
  • HF 5438.25 .B97 1992
Contents:
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
Item type: Books
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Holdings
Item type Current library Home library Collection Call number Copy number Status Date due Barcode
Books Books 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

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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