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Pocket Guide to Selling Services and Products

Autor Peter Morris, Malcolm McDonald
en Limba Engleză Hardback – 26 apr 2017
First published in 1995. This pocket guide is a cartoon book with a serious message -it explores the world of commercial transactions: selling products and services. It will take the salesperson through the course of the sales process in an informative and entertaining way. Selling Services and Products begins by establishing an understanding of customers' needs and moves through getting an appointment to meet them, to the moment when the sale is closed. It examines the differences between selling services and products and consolidates that information by an exercise at the end of each chapter. Everybody constantly makes transactions of one kind or another, so the selling process embodies a fundamental human activity -the need to persuade somebody about something, so that both parties benefit. This book will profit not only sales executives, but everyone. This unique pocket guide is a must for sales and marketing managers and students.
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Specificații

ISBN-13: 9781138167629
ISBN-10: 1138167622
Pagini: 96
Dimensiuni: 189 x 246 mm
Greutate: 0.45 kg
Ediția:1
Editura: Taylor & Francis
Colecția Routledge
Locul publicării:Oxford, United Kingdom

Public țintă

Professional Practice & Development

Cuprins

Introduction, The problems associated with selling, Reaching the customer, The interview, Benefit selling, Objectives, Closing the sale.

Recenzii

'The amusing cartoon characters are shown in both sales and day-to-day situations, where the reader's confidence is questioned. If you want to close that sale,
read on.' - Business Opportunity World, January 1996










































'Reading Selling Services and Products is a half-hour well spent, an
entertaining introduction to the key elements of sales.'





























































Notă biografică

Malcolm McDonald is Professor of Marketing Planning at the Cranfield School of Management. Peter Morris was Manager of the Media Service Unit at the University of Sussex and now runs his own video production company in Brighton.