Business & Economics Books:

Pocket Guide to Selling Services and Products

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Paperback / softback
$69.99
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Description

This Pocket Guide is a cartoon book with a serious message - it explores the world of commercial transactions: selling products and services. It will take the salesperson through the course of the sales process in an informative and entertaining way. 'Selling Services' and Products begins by establishing an understanding of the customers' needs and moves through getting an appointment to meet them, to the moment when the sale is closed. It examines the differences between selling services and products and consolidates that information by an exercise at the end of each chapter. Everybody constantly makes transactions of one kind or another, so the selling process embodies a fundamental human activity - the need to persuade somebody about something, so that both parties benefit. This book will profit not only sales executives, but everyone.

Author Biography:

Malcolm McDonald is Professor of Marketing Planning at the Cranfield School of Management. Peter Morris was Manager of the Media Service Unit at the University of Sussex and now runs his own video production company in Brighton.
Release date Australia
November 13th, 1995
Audience
  • Professional & Vocational
Pages
96
Dimensions
189x246x6
ISBN-13
9780750626415
Product ID
2404006

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