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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.
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Book Description Wiley. Hardcover. Condition: New. 0471600857 New Condition. Seller Inventory # NEW7.1114973
Book Description Wiley, 1993. Hardcover. Condition: New. Never used!. Seller Inventory # P110471600857
Book Description Wiley, 1993. Hardcover. Condition: New. 2. Seller Inventory # DADAX0471600857
Book Description Condition: New. New. Seller Inventory # S-0471600857
Book Description Wiley, 1993. Condition: New. book. Seller Inventory # M0471600857