Wiley Series on Marketing Management

1 total work

Handbook of Selling

by Gary M. Grikscheit, Harold C. Cash, and William J.E. Crissy

Published 1 January 1981

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.