Selling skills for professionals
By: Kim Tasso
Series: Thorogood professional insights; Thorogood professional insights
Publisher: Thorogood
Published: 2000
Place of publication: London
Language: eng
Format: [electronic resource] /
ISBN-13: 9781423721406; 9781854185792
Subjects: Selling; Sales promotion; Marketing; Distribution; BUSINESS & ECONOMICS; General
Description: Presents a report, which guides professionals through the fundamental knowledge and skills needed for effective selling.
Notes: Title from e-book title screen (viewed Sept. 1, 2005).

"A specially commissioned report"--Cover.

"A Thorogood report."
Table of contents: title: About the author; Preface; Chapter 1: Introduction; Chapter 2: Research results; Chapter 3: What is selling?; Chapter 4: Adopting the buyer's point of view: An introduction to buyer behaviour and relevant psychology; Chapter 5: Selling frameworks and models; Chapter 6: Selling skills; Chapter 7: Competitive tendering; Chapter 8: Account management; Chapter 9: Company wide issues on selling; Appendix 1: Sales jargon buster; Appendix 2: Useful sales related books; Appendix 3: Self-appraisal of service performance; Appendix 4: Internal service review questionnaire and example questions.