Effective selling
Subtitle: a short course for professionals
By: W.J.E. Crissy, Isabella C.M. Cunningham, and William H. Cunningham.
Contributors: Cunningham, Isabella C. M., joint author.; Cunningham, William Hughes, joint author.
Series: Wiley professional development programs
Publisher: Wiley
Published: 1977
Place of publication: New York
Language: eng
Subjects: Selling.
Notes: Title from case.
Table of contents: title: 1. Closing confidently, professionally, and ethically.; title: 2. The marketing concept and models of buyer behavior.; title: 3. Approaches to the buying-selling process.; title: 4. Communicating to sell.; title: 5. Tactics for overcoming sales resistance.; title: 6. Planning for successful selling.; title: 7. Presenting features and benefits.