A complete manual of professional selling : the modular approach to sales success / Vince Pesce.
Publication details: Englewood Cliffs, N.J. : Prentice-Hall, c1983.Description: xi, 226 p. : ill. ; 24 cmISBN:- 0131620819 (pbk.)
- 0131620991 (hard)
- 658.81 19 PES
| Item type | Current library | Call number | Copy number | Status | Date due | Barcode |
|---|---|---|---|---|---|---|
Book Open Access
|
Engineering Library | 658.81 PES 1 (Browse shelf(Opens below)) | 1 | Available | BUML24010041 |
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Contents
Module One . The Selling Professional
Module Two. Essentials of Verbal and Written Sales Communication
Module Three. The Telephone : A key Sales AID
Module Four. Real Listening: Identifying Needs and Wants
Module Five. Getting more Customers by Effective Prospecting and Cold-Call Selling
Module Six. Sales Planning for Professional Growth
Module Seven. Successful Time and Territorial Management
Module Eight . The Sales Interview : Identifying your Best presentation approach
Module Nine. Your Time "on Stage" : The Sales Presentation
Module Ten. Creative Sales Strategies and Tactics
Module Eleven. Win/Win Sales Negotiations: the Best Kind
Module Twelve. Effectively Handling Objections and Closing: the Mark of the Professional
Module Thirteen. Keeping Customers Satisfied and Staying Competitive
The Final Wra-up
Includes index : p. 223 - 226
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