MTU Cork Library Catalogue

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Selling : principles and practices / Richard H. Buskirk and Bruce D. Buskirk.

By: Buskirk, Richard Hobart, 1927-.
Contributor(s): Buskirk, Bruce D.
Material type: materialTypeLabelBookSeries: 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: 658.85
Contents:
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.
Holdings
Item 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
Total holds: 0

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.

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