Updated and revised to present a clear yet basic understanding of the objectives, ideas and tools needed to sell effectively. Focuses on developing managerial skills, analyzing customers' requirements and personalities to create dynamic strategies. Discusses ways of handling objections; breaks down closing techniques; explores group dynamics involved in selling to a committee rather than individuals. New features include application of computer, video-recording and playback technology to develop and measure key behaviors in the sales process.
- ISBN10 0471044822
- ISBN13 9780471044826
- Publish Date 1 January 1981
- Publish Status Out of Print
- Out of Print 20 March 2012
- Publish Country US
- Imprint John Wiley & Sons Inc
- Format Hardcover
- Pages 696
- Language English