887264
9780471600855
Handbook of Selling Psychological, Managerial, and Marketing Dynamics
by Grikscheit, Gary M., Cash, Harold C., Young, Clifford E.
About this item
- Condition: Acceptable
- Provider: JensonBooks Contact
- Provider Rating: 96%
- Ships From: Logan, UT
- Shipping: Standard
- Comments: This item is fairly worn, but continues to work perfectly. Signs of wear can include aesthetic issues such as scratches, dents, worn corners, bends, tears, small stains, and partial water damage. All pages and the cover are intact, but the dust cover may be missing, if applicable. Pages may include excessive notes and highlighting, but the text is not obscured or unreadable. Satisfaction Guaranteed.
Product details
- ISBN-13: 9780471600855
- ISBN: 0471600857
- Edition: 2
- Publication Date: 1993
- Publisher: Wiley & Sons, Incorporated, John
AUTHOR
SUMMARY
Updated and revised to present a clear yet basic understanding of the objectives, ideas and tools needed to sell effectively. Focuses on developing managerial skills, analyzing customers' requirements and personalities to create dynamic strategies. Discusses ways of handling objections; breaks down closing techniques; explores group dynamics involved in selling to a committee rather than individuals. New features include application of computer, video-recording and playback technology to develop and measure key behaviors in the sales process.Grikscheit, Gary M. is the author of 'Handbook of Selling Psychological, Managerial, and Marketing Dynamics', published 1993 under ISBN 9780471600855 and ISBN 0471600857.
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