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***607 page Paperback***

***Ronald B Marks - Third Edition
University of Wisconsin-Oshkosh***


About the book:
The Role of Personal Selling
A Career in Selling
Determinants of Buying Behaviour
Effective Communication
Beginning the Interactive Selling Process
Successful Prospecting
The Approach
Discussion 1: The Recognition Process
Discussion 2: The Presentation
Handling Objections
Sales Negotiation
The Art of Closing
A Special Kind of Selling-Retail Selling
Understanding the Industrial Buyer
Self-Management
Your First Sales Job-Selling Yourself
Sales Force Management 1: Building the Sales Force
Sales Force Management 2: Motivation and Evaluation of the Sales Force
Toward Professionalism-Legal and Ethical Responsibilities of the Salesperson


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  • Additional for Rural Delivery$2.80
  • ParcelPost Untracked NZ at Buyer's Risk$4.50
  • Seller does not allow pick-ups
  • Seller location: Hibiscus Coast, Auckland, NZ

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  • NZ bank deposit