by Jackson, Donald W., Cunningham, Isabella C., Cunningham, William H.

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ISBN-13: 9780471864004
ISBN: 0471864005
Publication Date: 1988
Publisher: Wiley & Sons, Incorporated, John

AUTHOR

Jackson, Donald W., Cunningham, Isabella C., Cunningham, William H.

SUMMARY

The Modern Salesperson. Selling and the Marketing Effort. Setting Objectives: The First Step in Self-Management. Territory. Management Strategies. Developing Account and Call Strategies. Understanding the Buyer as an Individual. Different Approaches to Selling. The Contact. Sending Messages. Supporting Your Message: Visual Aids and Demonstrations. Securing Feedback. Adjusting to the Prospect. Handling Objections. Closing and Post-sale Activities. Different Types of Selling Situations. Using the Telephone in Selling. The Legal and Ethical Dimensions of Selling. Career Managment. Subject Index. Name Index. Company Index.Jackson, Donald W. is the author of 'Selling: The Personal Force in Marketing', published 1988 under ISBN 9780471864004 and ISBN 0471864005.

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