Selling : principles and practices / Richard H. Buskirk and Bruce D. Buskirk.
By: Buskirk, Richard Hobart.
Contributor(s): Buskirk, Bruce D.
Material type: BookSeries: McGraw-Hill series in marketing.Publisher: New York ; London : McGraw Hill, 1992Edition: 13th ed.Description: xviii, 551 p. : ill. ; 24 cm. + pbk.ISBN: 0070093563.Subject(s): SellingDDC classification: 658.85Item type | Current library | Call number | Copy number | Status | Date due | Barcode | Item holds |
---|---|---|---|---|---|---|---|
General Lending | MTU Bishopstown Library Lending | 658.85 (Browse shelf(Opens below)) | 1 | Available | 00075385 |
Rev. ed. of: Selling/Frederic A. Russell ... [et al.] 1988.
Includes bibliographical references and indexes.
Selling - Basic human behavior -- You -- The job -- Why people buy -- The art of persuasion -- Prospecting -- Planning the sale -- The approach -- The sales interview I -- The sales interview II -- Handling objections I -- Handling objections II -- Negotiations -- The close -- Account management -- Sales management I -- Sales management II -- Legal and ethical problems in selling -- Telemarketing systems -- Retail selling -- Business-to-business selling.