Selling : the profession
Subtitle: focusing on building relationships
By: David J. Lill, Jennifer K. Lill
Contributors: Lill, Jennifer K., author
Edition: 6th ed.
Publisher: DM Bass Publications
Published: 2012
Place of publication: Antioch, TN
Language: eng
Number of pages: 392
ISBN-13: 9780692014271
Subjects: Selling; Sales personnel
Notes: Includes bibliographical references (pages 370-388) and index.
Table of contents: title: A career in professional selling; title: Relationship selling; title: Ethical and legal issues in selling; title: Purchase behavior and communication; title: Finding your selling style; title: Preparation for success in selling; title: Becoming a master prospector; title: Preapproach and telephone techniques; title: Approaching a prospect; title: Identifying needs by questioning and listening; title: Making the presentation; title: Handling objections; title: Closing the sale; title: Service after the sale; title: Personal, time, and territory management; title: Sales force management.