Compelling selling : a framework for persuasion / Philip R. Lund.
By: Lund, Philip R. (Philip Reginald).
Material type: BookPublisher: London : Macmillan, 1979Edition: 2nd ed.Description: 256 p. ; 22 cm.ISBN: 0333275268.Subject(s): Selling | Persuasion (Psychology)DDC classification: 658.85Item type | Current library | Call number | Copy number | Status | Date due | Barcode | Item holds |
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General Lending | MTU Bishopstown Library Store Item | 658.85 (Browse shelf(Opens below)) | 1 | Available | 00034381 |
Includes bibliographical references and index.
The framework of the sale -- Planning to sell -- Identifying the customer -- Opening the interview -- Getting information -- Establishing the criteria for ordering -- Prehandling objections -- Handling competition -- Summarising for agreement -- Selling benefits -- Overcoming objections -- Summarising prior to closing -- Closing the sale -- Keeping the customer sold -- The sale