TY  - BOOK
AU  - Alessandra,Anthony J.
AU  - Wexler,Phillip S.
AU  - Barrera,Rick
TI  - Non-manipulative selling
SN  - 0136233074 (pbk.) :
U1  - 658.85 23
PY  - 1987///
CY  - New York
PB  - Prentice Hall Press
KW  - Selling
N1  - Content 

1. The Philosophy of Non-Manipulative Selling 
2. Relationship Strategies 
3. Tension Management
4. The Fine Art of Questioning 
5. The Power of Listening, Observing and Feedback
6. Planning
7. Meeting the Prospect
8.Studying 
9. Proposing 
10. Confirming 
11. Assuring Customer Satisfaction : The Follow-Through Process
12. Selling by Style 
13. The Image of Excellence 
14. Developing Self-Management
15. Three Keys to Success
; Includes index : p. 258 - 262
ER  -