Professional Selling - Couverture rigide

Anderson, B.Robert

Couverture rigide

ISBN 10 : 0137386265 ISBN 13 : 9780137386260

Editeur : Prentice-Hall, 1992

Synopsis

A basic text on the subject, Anderson's work covers the necessary background readers need to understand the selling process, detailing every individual segment of the sale, and moving in an easy progression. The book contains elements used in sales training programmes within each chapter, ie role play, written exercises, field assignments, interactive discussions; offers a systematic approach to the challenge of selling; presents anecdotes, cases and language; offers key advice on how to sell to groups of people; features two new chapters on sales force automation and the introduction of lap top computers to the sales process and the ethics of selling that addresses a multitude of problems.

A propos du livre

Présentation de l'éditeur

TEXT FOR AUTHOR BIO: B. Robert Anderson is a Professional Salesperson who revels in the work. Toward that end he has incorporated 50 years of experience and knowledge into eminently usable form. Among other things he has served as editor of a trade publication, owner of a distribution company, head of ANDERSON ASSOCIATES, a management consulting firm, and author of over 800 articles and books.TEXT FOR BOOK DESCRIPTION: Selling is a learned profession. When the techniques of seling are applied creatively, the principles lead to success. Four editions strong, Professonal Selling continues to meet the challenges of selling head-on. Author B. Robert Anderson leads readers through a complete, non-sexist survey of basic skills that dissects every phase of the sale while focusing on how to put together a complete sales plan. You'll find all the ingredients necessary to understand each individual segment of the sale. Anderson provides real problems drawn from the field, hands-on exercises, a glossary, and end-of-chapter questions and discussioons with actual salespeople.

Détails de l'édition

• Éditeur: Prentice-Hall
• Date d'édition: 1992
• Langue: anglais
• ISBN 10: 0137386265
• ISBN 13: 9780137386260
• Reliure: Relié
• Numéro d'édition: 4
• Nombre de pages: 432
• Coordonnées du fabricant: non disponible
• Personne responsable: non disponible