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How to sell a service / Malcolm H.B. McDonald with John W. Leppard.
By: McDonald, Malcolm
.
Contributor(s): Leppard, John | Institute of Marketing.
Material type: 
BookPublisher: Oxford : Heinemann Professional on behalf of the Institute of Marketing, 1988Edition: 2nd ed.Description: 265 p. + pbk.ISBN: 0434912883 .Subject(s): Selling | Service industriesDDC classification: 658.85
Contents:
The problems associated with selling a service -- Reaching the customers -- Opening the sales interview -- Benefit selling -- Dealing with objections -- Techniques for closing the sale.
| 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 | 00029179 |
Total holds: 0
Includes index.
The problems associated with selling a service -- Reaching the customers -- Opening the sales interview -- Benefit selling -- Dealing with objections -- Techniques for closing the sale.