Handbook of Selling: Psychological, Managerial, and Marketing Dynamics: Psychological, Managerial and Marketing Bases - Rilegato

Grikscheit, Gary M.; Cash, Harold C.; Young, Clifford E.

Rilegato

ISBN 10: 0471600857 ISBN 13: 9780471600855

Casa editrice: John Wiley & Sons Inc, 1993

Riassunto

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.

Su questo libro

Product Description:

Book by Grikscheit Gary M Cash Harold C Young Clifford E

Su questa edizione

• Editore: John Wiley & Sons Inc
• Data di pubblicazione: 1993
• ISBN 10: 0471600857
• ISBN 13: 9780471600855
• Rilegatura: Copertina rigida
• Numero edizione: 2
• Numero di pagine: 464