Title: Making sales : influence as interpersonal accomplishment /
Authors: Prus, Robert C.
Publisher: Sage Publications,
Year: 1989
Subjects: Selling.
Contents: 1. Doing influence work -- 2. Presenting products -- 3. Generating trust -- 4. Neutralizing resistance -- 5. Obtaining commitments -- 6. Encountering troublesome customers -- 7. Developing loyalty -- 8. Holding "sales" -- 9. Maintaining enthusiasm -- 10. In perspective.