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Effective industrial selling / Malcolm H.B. McDonald with John W. Leppard.
By: McDonald, Malcolm
.
Contributor(s): Leppard, John.
Material type: 
BookPublisher: Oxford : Heinemann Professional, 1988Description: 236 p. + pbk.ISBN: 0434912646 .Subject(s): SellingDDC classification: 658.85
Contents:
Understanding the industrial buying process -- Reaching the customers -- Starting the sales interview -- Features or benefits - which do you sell? -- Handling objections in a positive way -- Closing the sale -- Model answers.
| 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 | 00029190 |
Total holds: 0
Includes index.
Understanding the industrial buying process -- Reaching the customers -- Starting the sales interview -- Features or benefits - which do you sell? -- Handling objections in a positive way -- Closing the sale -- Model answers.