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Personal Selling: Function, Theory, and Practice, 4e introduces sales from a professional, real-world perspective. The authors use their varied selling experiences and strong academic backgrounds to harmonize sound theory and successful practice. Input from top marketing executives further brings key principles to light. The text quickly delves to the heart of the effective sales process: problem or need recognition and problem solving (or need satisfaction). Rather than teaching students how to sell using a standard sales presentation, the authors clearly demonstrate the keys to identifying and meeting prospects' individual needs. The authors emphasize closing after the sale has been made. The text's comprehensive approach gives instructors the option to cover or eliminate certain chapters or portions of chapters, depending on the needs of the class. No matter what the approach, the essence of the successful sales process remains at the core of the text.
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Book Description Thomson Learning, 1982. Condition: Very Good. 2nd. Ships from Reno, NV. Great condition for a used book! Minimal wear. Seller Inventory # GRP89540576
Book Description Thomson Learning, 1982. Condition: Poor. This is an ex-library book and may have the usual library/used-book markings inside.This book has hardback covers. In poor condition, suitable as a reading copy. No dust jacket. Seller Inventory # 6566792
Book Description Thomson Learning, 1982. Hardcover. Condition: Used: Good. Seller Inventory # SONG0030602912