Personal Selling: Building Customer Relationships and Partnerships

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· 제목 : Personal Selling: Building Customer Relationships and Partnerships (Paperback, 3)
· 분류 : 외국도서 > 경제경영 > 일반
· ISBN : 9781465238726
· 쪽수 : 533쪽
· 출판일 : 2014-01-14

PART ONE Overview of Personal Selling
CHAPTER 1 Introduction to Personal Selling: It's a Great Career!
CHAPTER 2 Adjusting to the Dynamic Personal Selling Environment
CHAPTER 3 Ethical and Legal Considerations in Personal Selling
PART TWO The Personal Selling Process
CHAPTER 4 Prospecting and Qualifying: Filling the Salesperson's "Pot of Gold"
CHAPTER 5 Planning the Sales Call: Steps to a Successful Approach
CHAPTER 6 Sales Presentation and Demonstration: The Pivotal Exchange
CHAPTER 7 Negotiating Sales Resistance and Objections for "Win-Win" Agreements
CHAPTER 8 Confirming and Closing the Sale: Start of the Long-Term Relationship
CHAPTER 9 Following Up and Servicing the Account: Building Strategic Partnerships by Keeping Customers Satisfied and Loyal
PART THREE Understanding and Communicating with Customers
CHAPTER 10 Understanding and Negotiating with Organizational Buyers
CHAPTER 11 Strategic Understanding of Your Company, Products, Competition, and Markets
CHAPTER 12 Communicating Effectively with Diverse Customers
PART FOUR Achieving Success in Personal Selling
CHAPTER 13 Managing Your Time and Your Territory
CHAPTER 14 Starting Your Personal Selling Career