Written with the needs of today's breed of highly professional salespeople in mind, this text recognizes the importance of the salesperson as an integral member of a sales and marketing team working together to understand and satisfy the needs of organizational as well as consumer markets. The author presents a mixture of real-world examples of selling situations, selling techniques, and selling and marketing theory to students who are seriously considering personal selling as a career. The work discusses selling as it is in the real world right now, with real-world examples featuring big-name and small-name companies with one important thing in common: they all have professional sales forces; emphasizes organizational selling; offers strong coverage of personal selling both as a career and as the starting point for other careers in marketing and other areas of business; features a unique chapter on Personal Preparation for Sales Success; and disperses international selling topics throughout.
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Book Description Prentice Hall College Div, 1991. Book Condition: Good. Ships from Reno, NV. Shows some signs of wear, and may have some markings on the inside. Bookseller Inventory # GRP90644269
Book Description Prentice Hall PTR. Hardcover. Book Condition: Good. Light shelf wear and minimal interior marks. Bookseller Inventory # G0137256159I3N00
Book Description Prentice Hall College Div. Book Condition: Good. . Writing inside. Bookseller Inventory # N10I-00052
Book Description Prentice Hall College Div, 1991. Hardcover. Book Condition: Used: Good. Bookseller Inventory # SONG0137256159
Book Description Prentice Hall College Div, 1991. Hardcover. Book Condition: Used: Good. Bookseller Inventory # 14644308
Book Description Book Condition: Good. Professional Personal Selling. Bookseller Inventory # Amz4217632