MTU Cork Library Catalogue

Syndetics cover image
Image from Syndetics

Compelling selling : a framework for persuasion / Philip R. Lund.

By: Lund, Philip R. (Philip Reginald).
Material type: materialTypeLabelBookPublisher: London : Macmillan, 1979Edition: 2nd ed.Description: 256 p. ; 22 cm.ISBN: 0333275268.Subject(s): Selling | Persuasion (Psychology)DDC classification: 658.85
Contents:
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
Holdings
Item type Current library Call number Copy number Status Date due Barcode Item holds
General Lending MTU Bishopstown Library Store Item 658.85 (Browse shelf(Opens below)) 1 Available 00034381
Total holds: 0

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

Powered by Koha