Handbook of Selling Psychological, Managerial, and Marketing Dynamics

Updated and revised to present a clear yet basic understanding of the objectives, ideas and tools needed to sell effectively. Focuses on developing managerial skills, analyzing customers' requirements and personalities to create dynamic strategies. Discusses ways of handling objections; breaks down closing techniques; explores group dynamics involved in selling to a committee rather than individuals. New features include application of computer, video-recording and playback technology to develop and measure key behaviors in the sales process.Grikscheit, Gary M. is the author of 'Handbook of Selling Psychological, Managerial, and Marketing Dynamics', published 1993 under ISBN 9780471600855 and ISBN 0471600857.