Buskirk, Richard Hobart,  1927- <br/><br/>
Selling :  principles and practices / 
Richard H. Buskirk and Bruce D. Buskirk. 
 - 13th ed. 
 - New York ; London :  McGraw Hill,  1992. 
 - xviii, 551 p. :  ill. ;  24 cm. +  pbk. 
 - McGraw-Hill series in marketing .
<br/><br/> Rev. ed. of: Selling/Frederic A. Russell ... [et al.] 1988. 
<br/><br/>Includes bibliographical references and indexes. 
<br/><br/>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. 
<br/><br/><label>ISBN: </label>0070093563 
<br/><br/><label>Subjects--Topical Terms: </label><br/>Selling.
<br/><br/><label>Dewey Class. No.: </label>658.85