The Handbook of Selling: Psychological, Managerial, and Marketing Dynamics

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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 Handbook of Selling: Psychological, Managerial, and Marketing Dynamics 1993, Wiley, New York, NY

ISBN-13: 9780471600855

2nd Revised edition

Hardcover

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