Personal Selling: A Relationship Approach, takes students through all of the elements of being successful at sales, including researching products and competitors; handling objections; making sales through in-person interviews or over the phone; identifying the types of customers and how to sell to each type; and selling into corporations.

About the Author

Ronald Marks, PhD, teaches market research and sales training. Ron joined the UW Oshkosh College of Business faculty in 1974. His consulting focuses on market research and sales training. He also developed several courses for Internet delivery including marketing foundations and sales and sales management.

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