Selling: Personal Force in Marketing (Marketing S.) - Softcover

Crissy, William J.E.; Etc.

Softcover

ISBN 10: 0471187577 ISBN 13: 9780471187578

Publisher: John Wiley & Sons Inc, 1977

Synopsis

Based on comprehensive research, this guide examines the theory and practice of personal selling. It presents a conceptually-oriented treatment of the dynamics of selling and buying which assumes that selling in the firm can only be understood as an integral part of the total marketing effort. The various dimensions of sales positions are discussed along with the interrelationship between selling and the other functions of a marketing department: self-management, understanding buyer behaviour, various aspects of the sales call, different types of selling situations, telephone selling, legal and ethical aspects of selling and career management. Case studies allow the reader to apply concepts in real-world situations. The book is illustrated and contains chapter objectives, questions and exercises.

About this edition

• Publisher: John Wiley & Sons Inc
• Publication date: 1977
• ISBN 10: 0471187577
• ISBN 13: 9780471187578
• Binding: Paperback
• Number of pages: 504