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| POCKET GUIDE TO SELLING SERVICES AND PRODUCTS
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To order this title, and for more information, click here
By
Peter Morris, Illustrator and designer of educational and training material
Description
This Pocket Guide is a cartoon book with a serious message - it explores the world of commercial transactions: selling products and services.
It will take the salesperson through the course of the sales process in an informative and entertaining way. 'Selling Services' and Products
begins by establishing an understanding of the customers' needs and moves through getting an appointment to meet them, to the moment
when the sale is closed. It examines the differences between selling services and products and consolidates that information by an exercise
at the end of each chapter. Everybody constantly makes transactions of one kind or another, so the selling process embodies a fundamental
human activity - the need to persuade somebody about something, so that both parties benefit. This book will profit not only sales executives,
but everyone.
Audience
Sales and marketing managers and students.
Contents
Introduction, The problems associated with selling, Reaching the customer, The interview, Benefit selling, Objectives, Closing the sale.
| Bibliographic details |
Paperback, 96 pages, publication date: NOV-1995
ISBN-13: 978-0-7506-2641-5
ISBN-10: 0-7506-2641-0
Imprint: BUTTERWORTH HEINEMANN
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| Price and Ordering |
Price:
USD 24.95
GBP 15.99
EUR 20.95
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Books and book related electronic products are priced in US dollars (USD), euro (EUR), and Great Britain Pounds (GBP). USD prices apply to the Americas and Asia Pacific. EUR prices apply in Europe and the Middle East. GBP prices apply to the UK and all other countries.
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See also information about conditions of sale & ordering procedures, and links to our regional sales offices.
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076/719
Last update: 4 Sep 2009
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